Merchant Magazine - November 1993

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Serving the lumber and home center markets in 13 Western StafesSince 1922

nd@xl Service you can d.pend on

Fibreboard is over 90-years strong in the management of more than 85,000 acres of its own timberland, carefully maintained to assure our customers a consistant flow of forest products.

Fibreboard's name is built on

o Quality Products manufactured in our state-of-the-art facilities

r Qualiry Service for you and your customers

of professional foresters, millworkers and truckers to manage our ultimate renewable resource. . Wood.

Lumber Sales 209-536-2200

Hardwood Plywood Sales r 209-532-7141

Moutding and Millwork Sales 916-52?-9U3

Bark and Mulch Sales. 209-984-5238

Agricultural Container Sales . 209-251-5551

lntrcduciProttVood'Clinch l-attice !

Here's the new standard by which all other lattice will now be judged. lt's so revolutionary that our Pro-Woodo Clinch Staple System is patented.

Compared with any ordinary lattice, Pro-Woodo Clinch Lattice is demonstrably superior. Stronger. More durable,

The reason is our exclusive manufacturing system. When each heavy-duty, chiselpointed Clinch Staple

Unique Pro-Woodo Clinch Lattice will be available nationwide for your 1994 selling seasontreated or bright, in garden or ,

is driven home by our patented machinery, it hits a striker plate that not only forces the staple to cross itself but also curls

the ends back into the panel.

PRO.WOOIP CLINCH LATTICE will not come apart'. Eight-foot panels can literally be folded end to end. Put any ordinary lattice to this test!

lmagine, ,No more returns of lattice damaged when customers pick up the corners of panels to test their holding power,

structural thicknesses and a varietv of and species. Get in touch. Let us send you specifications and our 4-minute video demo that's a real clincherl

AdrodbirE iatss eon req$st

USA: Alan Wlckstrcm, 4500 Campus Dr., Sulte 480, Newpon Boach, Ca. 92660. Talephone (fi 4) 852-1990 FAX 714{52-0231

CHILE: Charles Halllfax, Av. Amerlco Vsspucio Su 80, th lloor, Santiago, Chlle. Tel (01'l ). 562. 208.41 40 FAX 011. 562.20&0S1

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PoSTilASTER Send address darE€s to Tho Merchanl Magazlna, i1500 Carpus Dr., Ste 180, Nourport B€ach, Ca; 92660 Tt|EIERcH^irI^9|a.IE(UsP_s7966.6000)bpUb|bhidmon|h|yat45ocrmpu3Dr.,Stc.4t0,ifpottBorch,ca.92660,ol4)852.19$,byTheMerchant[|aoaz|n6.|nc.d.

?O.SI! S-[ER S'em address drang€s Merchant Nilport Tt|EIERcH^irI^9|4.{E(UsP-s7966^6000)bp!b|bhidmonnhrat45ocrmr3Dr.,Stc.4t0,ifpottBorch,ca.92660,(714)852-19fl,byT1reMerchant[|agaz|n6,|nc.d. classpo8|a9oia|e8paEalN8wj]0nEe€ch'.G.a''andaddif0na|p0sto|||cgs.|t|9an|nd€p€ndgnfy{wngdp6|i:ation'o

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DAVID CUTLER editor-publisher

How dead is customer loyalty?

In the past few years as retailers large and snall have faile{ we've notioed an odd phenomenon. After the stores close, the local papers inevitably have stories on how many people sincerely miss the companies and how much these stores were a part of their life.

With this base of community support, it makes you wonder if in some cases company survival might have been closer than anyone rcalizad.

These stories tell of a customer response to lumber yard and home center closings that demonstrates a deeply felt emotional commitment involving the s0ores. The closings leave a gap in their lives. One man told of how he and his young son grew closer as they shopped for d-i-y projects they could construct together. A young woman recalled shopping with her late father to buy decorator items for the house to cheer up her ill mother. Other tales are of tle falniliar, comfortable ritual of shopping a local landmark. Often these stories involve people dealing first with a rnn, then

his son m daughter and in some cases, a third generation.

While the warrr feeling for the store had more to do with what was occuring in its customers' lives than anything the store did, nonetheless, the warm glow reflectednicely upon the store.

Yet these positive feelings wetren't enough to save the company. They seldom are. But they do indicate that more often than not, the balance between life and death is closer than generally believed-

If only there had been just a few more customers every day. If only the inventory could have been purchased forjust a few percent less. If only operating costs could have been pared just a little. If only, if only...

Yet, with these modest adjus0nents, building upon a customer base favorably inclined to the store, perhaps failure could be avoided. Is it too much to wonder if customer loyalty is as dead as many believe? International

wHE Sm@0u@E&

Replaces sharp & dangerous steel banding.

'A.A.R. appoved

'Safe, easy handling & disposal

'High strcngth & durability

'Good shock absorbency

'Lowerweight & cost

'Excellent for wood treating 'Adjusts to wood's expansion

'Kiln-Dry: Reduces twistingrlrarying

'No morc bruised wood or rust

lnprint company name or color

hlothinQ Comnares Wth The Advancedlaluei Of ACQ' Preserve

Customer valua are why ACQ' Pre.serve was developed lb arsenic or chromium. Better Wty A builtrin watu repellmtn More values than rcdwmd cedar or any other orcssure-trcated wM Your astomerswill ogrun, its"-the wmd for thegreat outdoors!'

Eastly nnintorl or stained

Easy to

L Greater versatility in applications workwtth

L Availableinavariety of wood species

L Qualitymnred byindepadmt inspution

L Accepted by the InternoJional ConJer mce Of Bui lding ffi cials

L

A EPA registered preservattve

L Contains no arsentc or chromium

L krap drspowl by ordinary trash collection

t Worker safety ismhanced

L Features"built'ut" water repellent*

A \l4:rrthers naturally It,t/ lf rln?? h'r,un i,,l,,r

L Ftghts t'heckinq and cracking*

Protected lrln rot, rlecay and tenntte uttack

L Mcked by Limited-Ltfetime Wananty Jor raidm t tal appl imt ions

L MeetsAWPAstandards

For information about ACQ' Prcserve, contact lnur nmrest authorized produ@r or CSI tollfrce 1-W421-ffi1.

Profitable and Renewable-Simpson TopDeck'"

Homeowners and contractors prefer the natural beauty, durability, superb finish retention and renewability of Redwood. Cive them what they want with Simpson TopDeck.'"

No other wood, treated or not, provides the finish holding, workability and freedom from warping, twisting, splitting and checking like redwood.

lncrease your profits while your customers choose from four TopDeck-" grades available in specified lengths with protective wrap. And now, our new endstamp eliminates unsightly grade stamps on deck surfaces . . another innovation from Simpson experience and technology.

Simpson also works to preserve the ongoing supply of redwood, the fastest

growing softwood in the U.S. We're committed to sustained yield forestry-where growth exceeds harvest -and we have the world's largest redwood nursery producing more than three million seedlings annually.

Assure elegance, performance, and customer satisfaction with TopDeck'" redwood from Simpson-the experienced leader in redwood.

For more information contact Simpson Timber Company. FAX 707-822-7089

800-637-7077

" Unless something changes dramatically, the constraints on timbr supply will cause sertous disruptions in the western lwtber indrctry and linit mills' ability to service customcr dcmands. Ironically, the timber supply problems we are frcing are rooted in people's concerns about the environment. If people are truly concerned, then they should take a closer look at wood products compared. to alternative building materials."

- Robed Hunt President Westem Wood Products Association

IIBVIOUSLY, when the problem Vis lumber supply, the frst one to feel it is the lumber supplier. Yet the solution lies in the perceptions of the public, the consumer. And the surest line to the consumer is through the reteiler.

Story at a Glance

How retailers can share westsrn lumber's snvironmental benefits new Wood Works Program offers Point-of-sale items, certification labels.

As a result, Western Wood Products Association is tailoring powerful tools within its Wood Works environmental communications program especially for the retailer. "Retailers are on the front lines of our industry's environmental battles and they represent our best direct link to general consumers," explained Bob Petow, WWPA executive director of marketing and communications. "Recognizing this, we will be providing dealers the ammunition they need to convey the positive environmental story western lumber has to tell."

The Wood Works program provides wood users with the information they need to make responsible choices when selecting building materials. It features advenising, publicity, literature, video productions and demonstration projects designed to promote wood' s positive environmental story.

To find out what types of @mmunication methods and tools would be most useful to dealers, WWPA conducted two surveys and a series of telephone interviews with varyingsized lumber retailers. The retailer tie-in program will likely include a variety of point-of-sale items, including brochure racks, bannen and posters, all available for a nominal charge.

Retailers can show Wood Works

WWPA is also working with Scientific Certification Systems (SCS), a third party environmental auditing firrr, on studies comparing the environmental effects of western lumber with those of non-wood materials in like applications. Compared are wood and steel studs, wood and vinyl windows, wood and aluminum siding, and wood and concrete floor systems. The methodology, known as Life Cycle Assessment, quantifies and inventories the environmental burdens of products and systems over their lifetimes, from resource extraction through manufacturing and use to final disposal.

Preliminary results suggest "that western lumber is unique among the products we have tested in that its use can actually have a positive effect on the environment," said SCS president Dr. Stanley Rhodes. The results are currently undergoing site-specific verification and will be subjected to scientific peer review. Final results are expected early next year. WWPA will then receive an Environmental Report Card for western lumber and Certified Environmental Advantages repofts outlining the comparative advantages of wood.

WWPA member mills will begin producing lumber with awwPA/scS "trigger logo," designed to trigger customers and wood users to look for, or call for, the environmencal information that backs the product. Mills will likely include some pointof-sale explanatory information with deliveries. While details have yet to be ironed out, the launch of the retail tiein program is expected early next year, to coincide with the frst shipments of envirostanped lumber.

Other elements in the Wood Works program are already available. The flagship publication, C ln ic e s, pt ovides an in-depth look at timely environmen-

tal issues and the role building materials play. A series of Environmental Background Information papers consists of Wood vs. Steel; Life Cycle Assessmcnt & Building Materials, md Write the Wrong in Environmental Claims for Steel. And a 16-question Environmental IQ Quiz aims to correct misconceptions about forests and wood products.

In an attempt to reach school children with a positive environmental message about wood, WWPA, with American Forest & Paper Association, American Plywood Association and Southem Forest hoducts Association, has produced a nine-minute video, called House. The video follows a tree out of the forest, through manufacturing and construction as it becomes a home. It winds up back in the forest where trees are being planted for future generations. House will be distributed to as many as 5,000 school districts nationwide for viewing by up to 30 million students and teachers over the next five years.

Two print advertisements are appearing in design and construction trade joumals. Can You Spot the Env ironme ntalist? stresses that everyone who uses wood is an environmentalist because the chosen material comes from a renewable resource, absorbs carbon dioxide and gives off oxygen as it grows, is energy-conservative, energy-efficient, bio-degradable, recyclable and reusable. Tltcy Don't Grow on Zrees responds to attempts by competing industries, particulady steel, to infringe on lumber's traditional markets. The headline, copy and prominent photograph of rolled metal remind that wood is the only commonly used building material from a renewable source.

For nore informuion on Wood Works progron, contact WWPA, Yeon Bldg., 522 SW 5th Ave., Portland, Or. 97204zI22; (503) 224-3930.

Who's who in western woods

IIESPITE the effect preservarion- lJists' actions have had on timber supply from public lands, the western forest industry is still able to supply a large share of the wood products needed tro meet demand in the United States. Western forest landowners plant about 700 million trees every

year and modern forest management techniques are so effective, these forests boast a growth rate that exceeds harvest by 30Vo annuallY. Through these efforts, our forest resouroe has actually increased in size since the 1920s. So, reasons Western Wood Products Association, we will never nm out of tr@s or the products

that come from them. Timber supply constraints resulting from frivolous appeals and lawsuits have affected the availability of products from old growth - mostly large dimension Douglas fir, the highest grades of pine and the clear heart centers of cedar and redwood. However, many western lumber products still

are in excellent supply. For instance, Douglas fir remains the most commonly used framing material in the U.S. and structural Douglas fir lumber is still readily available in dl parts of the country. The chart below, compiled by WWPA, provides a summary of the major western softwood species.

Gaulks & Sealants

mone uses = more sales

fT'S common lnowledge that a little caulk in the right Iplaces can help shield a home against moisture damage and add to its energy efficiency. But even savvy homeowners may not realized how many uses there are for household caulks and sealants. Become familiar with the products' many uses and you'll be able to suggest them to aid in more repair and remodeling situations.

According to the Rohm and Haas Paint Quality Institute, there are four broad categories of caulk projects around the home:

INTERIOR'T'INISHING''

Painting confactors know that caulk is a great substitute for drywall compound or spackling when sealing cracks and holes in sheetrock and plaster. Not only is caulk easier to use than either of those products, but it can cut surface preparation time in half since it eliminates the

seal gaps between ceramic tile and wallboard, as grout replacement and as a sealant where toilets meet the floor.

EXTERIOR SEALING

Caulk products can be applied to both sides of exterior walls. Here, they help seal out moisture and outside air while keeping costly heat and air conditioning indoors.

Common applications include the use of caulk to seal interior and exterior window and door perimeters, and to close gaps around electrical outlets. Certain caulks can even be used to glaze glass to frames on the inside and outside of doors, windows and skylights.

Other places that caulk can be used for exterior sealing include:

O where wood panels meet window and door franes, especially where the vertical frarnes contact the sill plates.

O where siding abuts window and door trim, masonry or brick walls.

O where wood, vinyl or aluminum siding fonns corner joints.

O around vent ducts, air conditioning units and openings for plumbing, wiring or cable.

MISCELLANEOUS CRACK FILLING

Caulk can also be used to ffl all sorts of cracks in and around the house:

O in many roofing applications, such as sealing around flashing, lap joints, guner joinrs and vent pipes.

O to seal cracks and joints in foundations, driveways, patios, sidewalks and decks.

O to nU gaps and cracks in other masonry surfaces. A sales staff s ability to share the many uses of quality caulks is the first step towards boosting overall caulk sales.

Story at a Glance

Caulks and sealants' varied applications provide increased sales opportunities four major use categories. need for sanding.

Moreover, in virtually any room, cautk can be used to fill gaps or joints in and around mitered joints, baseboards, chair rails or crown moulding to improve the appearance of woodwork.

If a quality siliconized acrylic or water-based acrylic caulk is used for an interior finishing project" the surface can be painted within 30 to 60 minutes if a top quality paint is used, or after lZ hours when an economy-grade paint is applied.

KITCIMNANDBATH

Qualiry caulk products can be used to form a watertight seal in many areas within kitchens and baths, while creating an attractive appearance. Comnon kitchen uses are behind splash boards and where sinks meet the countertop.

In baths, caulks are used around sinks, shower stalls and bath tubs. They also can be used to

f ATTICE is big business. The lJestimated 33 million panels sold each year in North America have created nearly $500 million in sales. Unfortunately, independent dealers feel like they're gecing priced out of the market

"l,attice has become a commodity item. The price has fallen virtually every year I've been in the business," said l8-year industry veteran Marlin Lewis, MLD Manufacturing, Forney, Tx. '"The big home cent€r chains can buy 300 truckloads at a time so they priced the cheap lattice so low, few retqilels can oompete. But it's opened an increasingly high end niche. Smaller guys can compete on quality rather than price."

Manufacturers afe introducing stronger, sturdier and more stylish panels to help retailers create their own niche in the lanice business. The predominant type of lattice is made of wood laths stapled together, typically treated whitewood or, in the south, treated southern yellow pine. Some are cedar or redwood. For added value, thicker whitewood panels can be kiln dried and then pre-painted, usually vhite, or stained.

But questions of quality have been the major concern for wood lattice. Consumers handle the panels roughly or lift them by their oorners, popping the saples and separating the laths.

To add holding powff, some producers glue the laths before stapling tlem. Still, the glue may crack after it dries. Universal Forest Products, Grand Rapids, Mi., and Ryan Forest Products, Winnipeg, Canada, offer uniquely stapled products. The heavy duty staples are driven all the way through the panel and then their ends are turned back into the lattice.

"The rap on lattice has always been that it falls apart," explained Lewis. "What typically happens is consume$ go througb the lattice and put the rejects off to the side. I've been in stores where the reject pile is higher tban the stack of fresh lattice. The new stapling technique virtually

Add value to your lattice

Story at a Glance

Offer an assortment of lattice to capture share of growlng premium market stronger, sturdier, more stylish wood and plastic lattice panels.

elininates the reject stack."

Another alternative is plastic lattice that requires no fasteners or painting. There are two types: plastic injection-molded into a single-piece 4x8 panel and extruded plastic laths that are chemically bonded together. The fonner look more like raditional lattice, but also retail for about $30 to $40 per panel.

Variously sized spacings between the laths create different sized openings and entirely different effects. There's a super privacy panel with a 3/4' opening, a regular privacy panel with a 1-314' opening, a 2-518" strndard garden spacing and a wider 3-

1/4" spacing. Lath thiclnesses vary from 3/8" up to 1", with even a tiny bitof 1-llT'.

Unfornmately, there is no objective grading system for lattice and every manufachrrer has different machinery that produces different qualities of product. "It's a real buyer beware market," warned Wayne Knutson, sales manager, Ryan Forest Products. He suggests becoming familiar with each manufacturer's selection. Retailers should offer a full line so consumers can compare for themselves and see the higher quality and value of different prcducts.

Where to display and stock the bulky 4x8 panels depends upon a store's space limitations. "To maximize space, many retailers have taken the U-channel displays that come with the shipments and set up a little section with samples at the service desk," said Don Whittier, Universal Forest Products. "[,arger stores can have the full panels out so customers can touch and feel them."

Yet he feels that sincp lattice is so versatile, it sells best cross-merchandised with larger projects. '"The more they use the lattice in merchandising other things, like barbecue kits, the better off they'll be," he said.

Also, if it-s a premium panel, play up the higher quality. If it's one of the sturdier panels, stress that it won't come apart. one retailer displayed one of the specially stapled lattice panels curled up into a circle.

VALUE.ADDED lattice produds, like Ryan Forest Products'crimpedstapled and glued htlice, offer nidre oppoilunities for relailers.

E_G|;rlH"rrins products

IfI.ESTERN lumber, like many YU other things in our society, is tied to an alphabet soup of abbreviations. Some are well used and fecognize4 others verge on archaic, but all should be readily identified by anyone who deals with wood products.

The old timers often forget that young employees have not been introduced to the jargon which is a second tongue to them. Customers are often mystified by the symbols and specifications such as SlS. A little patience and a lot of education is necessary.

Even wood product associations use acronyms which somd like Greek to those who don't lnow their WWPA ftom their CLIS. Since many indicate quality, it is important that they are understood.

Use the following list to refresh your memory and educate the new help in your store. Customers might even appreciate a copy.

AD - air dried

ALS - American Lumber Standard

AW&L- All widths and lengths

BD -Board

BD FT-Board feet

BDL -Bundle

BEY -Bevel

BH - Boxed heart

B/L or BL - Bill of lading

BM - Board measure

B&S-Beams&stringers

BSND - Bright sapwood no defect

BTR -Better

CB - Center beaded

C&F-Cost&freight

CIF - Cost, insurance & freight

CIFE - Cost, insurance, freigbt exchange

ClL - Cadoad

CLtr'- Hundred lineal feet

CLG - Ceiling

CLIS - Califomia l,umber Inspection Service

CLR - Clear

CM - Center matched

CS - Caulking seam

CSG - Casing

CV - Center vee

CWT-Hundred weight

DET - Double end himmed

DF - Douglas fir

DF-L - Douglas fir-larch

DIM - Dimension

DKG - Decking

D/S or DS - Drop siding

D&M - Dressed and matched

E -Edge

EBIS - Edge bead 1 side

EB2S - Edge bead 2 sides

E&CB2S - Edge & center bead 2 side.s

EVIS - Edge vee I side

EV2S - Edge vee 2 sides

E&CVIS - Edge & center vee I side

E&CV2S - Edge & center vee 2 sides

EE - Eased edges

EG - Edge (vertical) grain

EM - Edge matched

ES - Englemann spruce

FAS-Fi$ts&seconds

Fb or f - Extreme fiber skess in bending

FCPW - Flat car paper wrapped

FG - Flat or slash grain

FLG - Flooring

FOB - Free on board (narned point)

FOHC - Free of heart center

FRT - Freight

FT - Foot

FBM or FT BM - Feet board measure

Ff SM - Feet surface measure

G/S - Gradestamped

HB - Hollow bark

Hem-Flr - Hemlock-bue frHEMHemlock

H&M-Hit&miss

H or M - Hit or miss

IC - Incense cedar

IN - Inch or inches

II\D - Indusnial

IWP -Idaho white pine

J&P-Joists&planks

JTD - Jointed

KD - Kiln dried

L - Larch

LBR - Lumber

LCL - [-ess than carload

LF - Light framing

LFYC - Loaded tull visible capacity

LGR - l,onger

LGTH - trngth

LIN - Lineal

LNG - Lining

LP - Indgepole pine

M - Thousand

MBtr'- Tbousand board feet

MBM - Thousand (ft.) board measure

MC - Moisture content

MG - Mixed grain

MLDG-Moulding

MOE - Modulus of elasticity

MOR - Modulus of rupture

MSR - Machine stress rated

NBM - Net board measure

NIE-Nose I edge

PAD - Partly air dried

PET - Precision end bimmed

PP - Ponderosa pine

P&T-Posts&timbers

PW - Paper wrapped

RC - Red cedar

RDM-Random

REG - Regular

RGH - Rough

RIS - Redwood lnspection Service

R/L or RL - Random lengths

R/S - Resawn

R.fW or RW - Random widths

RWL - Random widths & random length

SB1S - Single bead 1 side

SDG - Siding

SEL - Select

SG - Slash or flat grain

S/L or SL - Shiplap

SM - Surface measure

SP - Sugar pine

SQ - Square

STK - Stock

STND - Stained

STPG - Stepping

STR - Structural

SYP- Soutbem yellow pine

S&E-Side&edge

SIE- Surfaced I edge

S2E-Surfaced2edges

SIS-Surfaced 1 side

S2S-Surfaced2sides

S4S-Surfaced4sides

SIS&CM - Surfaced I side & center matched

S2S&CM - Surface 2 sides & center matched

S4S&CS - Surfaced 4 sides & caulking seam

SISIE-Surfaced I side,1 edge

S1S2E - Surfaced I side, 2 edges

S2S1E - Surface 2 sides, I edge

S4SEE - Surfaced 4 sides, eased edges

TAD - Thoroughly air dried

TBR -Timber

T&G-Tongue&groove

T&T-Truck&trailer

YG - Vertical grain

WCLIB - West Coast Lumber Inspection Bureau

WDR-Wider

WF-White fir

WT-Weight

wTH-Width

WRC - Westem red cedar

WW-White woods

WWPA - Western Wood Products Assn. Story at a

What all that industry iargon means keep this list for training and reterence ... employees and customers willfind it handy.

PfAfffi renal and, He,me,ewnl:&,r ffiArketS

A focus on the basic products for building, remodeling and decor projects, and the dealers and distributors lvho sell them.

More emphasis on products for professional end-users in addition to those for do-it-yourselfers.

An aggressive effort to insure exciting assortments, new products and alternative sources of supply in power product categories

The World Of Wood Pavilion featuring association and showsponsored exhibits offering the latest in new developments, designs, applications and technologies for wood and wood-based products.

The Decor Trends & Concepts Pavilion featuring a special focus on new products, designs and store presentation concepts for home decor including lighting, wall coverings and more.

The Material Handling, Storage & Delivery "Show-Within-AShow" a first-ever opportunity to shop and compare equipment for the operations side of your business in one convenient location.

The Pavilion of the Americas, bringing together exhibitors from Mexico, Central America and South America. Plus, an exciting new Conference of the Americas educational program.

Key in on changes in the lockset aisle

nULL as a doorknob is a saying l/ that's been aromd for ages. But it can't be used to describe today's door hardware business.

Historicglly, the residential hardware industry has been slow to change; however, manufacturers are starting to wake up to consumer concerns. With crime prevention a top priority, consumers are looking for security products that protect their homes. In addition, the declining real estate market has prompted many to stay put and upgrade their current homes with better quality products. Consumers are driving decorative hardware sales with residential handlesets and levers an alternative to traditional lnobs.

As competition for market share increases, manufacturers are taking a market-driven approach. The most obvious result is new products which leverage changing consumer trends. In the past two y@rs, the lockset aisle has changed dramatically with the introduction of products with ANSI Gnde 2 ratings, the highest security and quality rating given to residential hardware, focused on the mid-price segment of the business.

With security claims backed by endorsements, longer product warranties have been introduced to address consumer quality concerns. Consumers are willing to pay more

when product differences and valueadded features are communicated to the,m. Janice Wagner, Alnanor Ace, Alrnnor, Ca., said, "We have a lot of people who own second homes up here, and they need high secrnity products. Our experience has been that onc€ you explain the benefits of higher security products, customers won't go back to the less expensive ones."

"We sell hardware at both the midprice point and opening-price point" said Jerry Hines, Alpine True Value, San Diego, Ca. "Per item we make more off the mid-price point items but we move a greater volume of openingprice items, so it evens out. However, we're seeing an increase in demand for the higher security products."

The drive towards higher quality and higher security is creating new lockset technology. Front rgmovable cylinders designed to make rekeying faster as well as easier and sixrpin cylinders that provide five times the usual keying combinations with more resistance to picking are replacing the mtre common five pin cylinder standard in Gnde2 produc8. Additional upgrades include heavy duty cylinder guards, anti-pry shields and longer, more durable larch mounting screws. Each targets a specific security problem such as kick in or pry attacks.

"The magnitude of change in the hardware business is significant " said Paul Kluempers, Kwikset, Anaheim, Ca- "Yet it's important to note tlat we aren't making these moves based on best guesses or wishful thinking. We conducted extensive research to better understand consumer attitudes toward lockset products - what your customers want in the products they purchase. That research is having a profound effect on business, beyond the development

of new products."

"For example, in addition to the specific consumer security concerns which prompted the development of our new Titan line," he continued, "we learned consumers are confused and intimidated by typical lockset aisles with fear of installation the nunber one roadblock to sales."

Many manufacturers have develo@ packaging that uses color coding to clearly communicate function, ease of installation, features and benefits to make buying easier for consumers.

Quite effective is category management through innovative merchandising systems which allow retailers to display all the products within a single unit. The systems assist consumers in making good buying decisions by providing prodgct features and benefits as well as step-by-step installation instructions. Alpine True Value is pleased with a new Kwikset merchandiser. "It makes organizing the aisle much easier," said Hines.

Television advertising, funding national consumer education campaigns and working with law enforcement

Story at a Glance

New look lor door hardware move towards higher quality and higher security .,. more informative packaging.

and crime prevention groups to create public awareness are other ways the lock industry is getting its message to the public. A security rips booklet in both English and Spanish, educational products distributed at the community level and tv and radio news segments on home security all create awareness.

"This means more business for retailers," said Kluempers. "Higher activity, awareness and attention to consumer needs will increase foot traffic in the lockset aisle. You need to carry an appropriate mix of products."

"An aging U.S. population and the new Americans With Disabilities Act have created a consumer preference for levers over knobs," he advised. "Review in-store merchandising to see if there is a manufacturer's program to dress up the lockset aisle and better communicate with customers. Product knowledge combined with a commitment to sell up can result in greater sales and higher margins."

At losl, 0 chonce for lumber deulers to qnd compore moteriql hondling

ment in one convenient locotion shop o equrp

Material handling, storage and delivery equipment represent a BIG investment for lumber and building material dealers.

More than $90 million worth of forklifts, tractors and other material handling equipment, for example, are insured by Indiana Lumbermens Mutual Insurance Company.

Big capital investments like these require lots of pre-purchase research to find the right equipment at the right price, research that, up until now, hasn't been easy for most dealers to do.

Now, for the first time, lumber and building material dealers from throughout the United States will have the chance to shop and compare the latest in store and yard equipment, all at the same time and all under one roof.

THE MATERIAL HANDLING, STORAGE AND DELIVERY SHOW, February 13-1,5, 1,994 at the Dallas Convention Center, Dallas, Texas, is a new "Show-Within-A-Show" at the Home Center Shows' BUILDING, REMODELING & DECOR PRODUCTS EXPO. It's a great opportunity to see the latest products for the operations side of your business while also seeing the newest offerings by leading vendors

"Equipment aad trucking expeqees ate,$ome of the higheot we have. A,s iiib contfuiue to setr'ice our customers'needs, it wilt get big ger and bigger. I would definilely travel to Dallae,io see a good equipment shown

MikeWebb

Presldent

Crlfax Bailding"eenter" , t" Nornral nlinoie

"lVhen traveling acroee the country I see tnaterial handling equipment that I haven't seen in my area. There's so much out there that'e different and no one ie really showing us tverytliing &rafs available. A show like thic could be hemendously important to ue."

Iefry Otrtcl Pregtdent Ordord LumberCo, .., .:..::.. Oxfor4 Michigan

"Being able to see and compare equipment on the spot would be a great benefit. I receive brochuree all the time, but they dontt compare to being able to gee the actual product. I'n always interested in finding sources for new and used equipment "

Herb Wiechman

President & GM

North Platte Lumber & Supply Co. North Platte, Nebraeka

of products for builders, remodelers and homeowners that you can offer your customers.

Product categories expected to be showcased at the 1994 MATERIAL IIANDLING, STORAGE €' DELIVZRY SHOW include forklifts, industrial saws and tools, wood waste recyclers, strapping and banding equipment, industrial truck booms and cranes, stretch film equipment, floor trucks and carts, yard/ warehouse racking and shelving, hand trucks, computer software, data collections systems, yard storage systems and more.

Join us February 13-15, L994, at the Dallas Convention Center. To receive registration materials for THE MATERIAL HANDLING, STORAGE & DELIVERY SHOW, and for the Home Center Show's BUILDING, REMODELING & DECOR PRODUCTS EXPO, call us toll-free.

To Attend: 1-800-642-7 469

For information about exhibiting in this exciting new show, call TODAY!

To Exhibit 1-800-545-5859

Sandpoint Building Supply, Ponderay, Id., is a new 5,000 sq. ft. retail operation, Mike Freeland, mgr.; Larry Leith one of the owners Friedman Bros. will open a home improvement center in Sonoma, Ca., using a site vacated by detunct Yaeger & Kirk

Amos Dollard now owns Y Lumber Associates, Klamath Falls, Or. ... HomeBase has purchased a site in Foothill Ranch. Ca. ... Regnier Lumber, Bend 0r., moved to a larger location ...

Home Depot opened a Victorville, Ca., unit with Shoreline (Everett) and Spokane, 'Wa., and Fresno, Newhall and East Palo Alto, Ca., stores in the offing

4 Snr Lumber's storage facility was destroyed by a fire which San Leandro, Ca., fire authorities say was deliberately set Cloverdale Lumber, Cloverdale, Ca., closed with inventory and employees sent to sister company Healdsburg Lumber, Healdsburg, Ca. Economy Builders, Sandy Ut., is remodeling its showroom and will open a new drive-tfuough lumber yard before the end of the year

Builders Emporium, Irvine, Ca., permanently closcd ail BE stores, a Cashway Home Center and an Allwoods Home Center in Las Cruces, N.M., and ttuee Allwoods stores in Albuquerque, N.M., by Oct. 31 (see story p.24)...

Eagle Hardware & Garden, Ttrkwila, Wa., is planning to open stores in Salt Lake city, ut., and Vancouver, 8.C., next year with future sites in Everett and Spokane, Wa.; Medford, Or., and Edmonton, Alberta, Canada ...

Weye rhaeuser has completed acquisition of all assets of San Diego Wholesale Building Materisls,

National City Ca., from Western Lumber; final lease agreement with Port of San Diego is pending; facility will be managed under an interim operating agreement ...

Coeur d' Alene Hardwoods, Coeur d'Alene, Id., added a new 100' x 25' lumber shed Enterprise Lumber, Arlington, Wa., acquired Liberty Lumber Co., Arlington ... KD Cedar Hayward, Ca." is now a div. of Disdero Lumber Co., Porfland, Or.

Kaihab Forest Product,s Co. completed the sale and auction of its Payson, Az., sawmill and moved the Phoenix sales oftice to its Frcdonia, Az.. nr[g. location, Tom Marrin and William J. Herman handling sales ,..

Georgia-Pacific Corp. is in the process of moving sales offices from Ft. Bragg and Martell, Ca., and Philomath, Or., to Portland, 0r.; relocation is expected to be complete by mid-summer Stone Forest Products, Albany, Or., will evaluate reopening its closed plywood mill this month

Sterra Pacific Industries' proposed purchase of MichiganCalifornia Lumber Co., Camino, Ca., has fallen through ...Tim Spellmon & Associates is now Timber International located at 4602 E. Mockingbird Lane, Paradise Valley, Az. 852-53 ...

Stimson Lumber Co.'s purchase of Champion International's Libby and Bonner, Mt., plywood/stud mills was set to close Nov. 1; tentative restart is Nov. 8 with about hall of the 1,300 workforce...

Manvill e's Schuller I nternational Inc. and Owens-Cominp Fiberglas we complying wilh a"Federal Trade Commission request for

The Merchant Magazine additional information ou their plan to sell parts of their roofing businesses to each ofher ...

Macluun Capital Corp., Yancouver, 8.C.. and upper management acquired the North American horticulture div. af Fisons PLC, renaming the Bellewe, Wa., opefation Snn Gro Horticulture Inc. ...

Advance Manufacturing & Development (AM &DJ, Willits, Ca., will acquire Paint-O-Matic's Vacurtm Coater und Infrared Dryer product lines, incorporating them into their Industrial Finishing Equipment div.

Fibrebourd Corp. relocaled corporate headquarters to Walnut Creek, Ca., from Concord, Ca. ... National Gypsum will Iay off about 360 of its 3,000 employees by the end of the year

Western mill production thrru third quarter lagged behind 1992 torrls, bul held the pace set by the flrst six n]onl.hs; coastal mills have farcd better than irrland operations .". over 45% of 1992's western lumtrer production was Douglas fir, 27a below 1987's record volume,..

For third quarter Georgia-Padfic had a $36 million net loss -Porlatclt Corp., $2.2 million net loss... Boise Cascade, $24.2 million net loss ... Pope & Talbot, $ I .3 million net profit Loui.siuna-Pacific, 25Vo net drop in thc third quartcr

American Institute of Timber Construction (AITC) nioved its Vancouver, Wa., Hq. to 7012 S. Revere Parkway, Suite 140, Englewood, Co. 80112; phone (303) 192-9559; l-AX 303-792-0669 ...

Potlatctt will purchase approximately 23,850 acres of timberland and a half interest in an additional 23,500 acres in No. Idaho for ahout $.50 million by year's end ...

Housirtg slarls inched up 2.8Vo in Sept. (latest figs.) to a 1.35 million seasonally adjusted annual rate, highest since Feb. 1990 ... single family starts fell 3%; multis juntped 52Vo .., constructicn in the west rose 2.8Vo, up l4.2Vo from 1992.

ii[3"?i'i;44""

For

We offer:

Douglas fir and Hem fir:

KD Dimension

2x4 - 2x12

KD Clears

KD Select Structural

KD#2 & Btr

KD#3

KD Economy

High Grade Cuttings

HANEL

P.O. Box 185

Odell, OR 97044

(503) 354-1297

FAX: (s03)3s4 -2804

Contact your favorite wholesaler

Sales Contacts:

Mike Mackin

John Spaulding

Ship by Rail, LTL, Mixed Loads

NOVEMBER

Amerlcan Lumber Standard Commlttee - Nov. 10, annual meeting, Westin LaPalom4 Tucson, Az.

Bulldlng Industry Assoclatlon of Southern Callfornla - Nov. 10-11, show, Anabeim Convention Center, Anaheim, Ca.

Western Bulldlng Materlal Assoclatlon - Nov. 12-16, annual convention and show, Red Lion-Jantzen Beach, Portlurd, Or.

VYestern Wood heserrers Institute - Nov. 14-17, winter meeting, Maui Inter-Continental Resort Maui, Hi.

Bulldlng Industry Credlt Assoclatlon - Nov. 15, credit seminar, JW Marriotl Century City, Ca-

Natlonal Bulldtng Materlal Dlstrlbutors Assoclatlon - Nov. 16, EDI seminar, Seattle, Wa.

Phoenlr Hoo-Hoo Club - Nov. 16, golf, Scottsdale Golf & Country Club, Scottsdale, Az.

North Cascade Hm-Hoo Club - Nov. 17, trap shoot/turkey raffle, Mt. Vemon Elks, Mt. Vernon. Wa.

Spokane Hoo-Hoo Club - Nov. lt, Sports Nigbt, Spokane, Wa.

San Joaquln Yalley Hoo-Hoo Club - Nov. f 9, mill tour, Sequoia Forest Indushies, Dinuba, Ca.

Natlonal Decoratlng Products Show - Nov. 19-21, Indiana Convention Center, Indianapolis, In.

Lumber Merchants Assoclatlon of Northern Callfornla - Nov. 2022rOwners Seminar, Tucson, Az.

Interbulld 93 - Nov. 28-Dec. 3, building & construction exhibition, National Exhibition Cenhg Bimringham, England.

DECEMBER

Western Forestry & Conservatlon Assoclatlon - Dec. 5-7, Seat0e Sheraton, Seattle, Wa.

European-Amerlcan Hardwood Conventlon - Dec. 6-7,Langham Hilton Hotel, [,ondon, England.

San Dlego Hoo-Hoo Club - Dec. 9, initiation meeting, San Diego, Ca.

North Cascade Hoo-Hoo Club - Dec. 14, Christnras party, Everett Golf Club, Everet! Wa.

Tacoma-Olympla Hoo.Hoo Club - Dec. 14, Christaras party & ladies nighl Tacomq Wa.

Spokane Hoo-Hoo Club - Dec. 16, meeting, Spokane, Wa.

Phoenlx Hoo-Hoo Club - Dec. 21, golf & dinner, Westem Skies Golf Resort, Gilbert, Az.

JAI{UARY

Tacoma-Olympla Hm-Hoo Club - Jan. 4, sports night, Tacoma, Wa.

Hardware Wholesalers Io". - Jao.7-t, winter building products market Walt Disney World Dolphin Hotel, Orlando, Fl.

Coast to Coast - Jan. ll-14, merchandise meeting, Sands Expo Center, Las Vegas, Nv.

Cotter & Co. - Jan. 15-19, winter lumber market, Las Vegas Hilton, Las Vegas, Nv.

Roof Coatlngs Manufacturers Assoclatlon - Jan. 15-20, annual conference & expo, Lr Meridien at San Diego, Coronado, Ca.

Natlonal Housewares Manufacturers Ascoclatlon - Jan. 1619, intemational housewares show, McConnick Place, Chicago, Il.

Phocnlx Hoo-Hoo Club - Jan. lE, golf, Pavilion Lakes Golf Club, ScotMale, Az.

North Cascrde Hoo-Hoo Club - Jan. 19, beer & crab feed, Mt. Vemon Elks, Mt. Vernon, Wa.

nearly half a century, Hanel Lumber Co. has promoted an environmentally sound image of the forest products industry through wise multiple-use resource

Petition For Delisting Oud

Saying the northem spotted owl is not endangered, the California Forestry Association has petitioned the U.S. Fish & Wildlife Service to delist the bird.

Listing of the owl as an endangered species was based on the assumption the birds were in decline

ffiffi:;f:xT

a CFA wildlife biologist, says California forests support a minimum of 4,450 and as many as 8,500 owls. Studies in Northern California have found owls doing well in many types of second growth forests.

The Fish & Wildlife Service has scheduled a status review of the owl over its entire range in 1995, but spokesnan David Klinger said, "But it's not pfernatue to ask this question now. We'll look at it."

Biologists believe Northern California's redwood forests and harvest patterns create better owl habitat than that found in Oregon and Washington. Although the area was treated as one region in making the ruling, owls in the southern area do not appear to be threatened.

It could take as many as two years of study and review to decide whether or not the owl will be removed from the threatened species list.

I XoNE CINTTR

**#-f].*o. f.Fi,[u_. /^i,fru]: @rb

14

The Merchant Magazine

DON'T IET ANCIENT TREES FROM THE ANCIENT FOREST DIE A tONEtY DEATH AND CO TO WASTE. PUTIHEM IN A HOME.

(AS 2X4 STUDS, WOOD WINDOWS, WOOD MOULDINGS, WOOD DOORS, EIC.)

Owl Droppings

by filatt lloulder

Tucked away in the fa norlhwest corner of California is a sctrool of some 8,000 sludents known as HumboHl State University. They have a pretty fair sciool of foreslry at HSU and from time to time field a good foolball team. They are known as the Lumberiacks and play in lhe Northem Calilomia Athletic Confersnce, competing against such teams as San Francisco State and Chico Slale. for Humboldt Stde to sdredule a footballgame with Rice University of lhe Southwest Confercnce is definilely stepping oul ol their class, on a pa with Nevada Reno playing a Big Ten leam, as was the case earlier this season. However, wilh a name like lhe Lumberiacls and wilh Rice University being the Owls, I suppose it was inevilable that a football game be s$eduled betrveen the two schools. What a spons promote/s dream, the Lumbe{acks vs. the Owb. Following is a recap of the lidional matdtup of lhese two grid teams as they met recently in the first annual Gore Bowl.

Cheerleading was not allowed in the game, as it was deemed environmentally impropr to havE sludents lead the audienca in yells along the lines of "Kill Those Owls.' h would be even les acceptable to have people shouting, "Go Lumberiacks" or'Fighl On Lumberiacks" and things of thb nature. Also, the age old dtant, "Give 'Em the Axe" is no longer considered politically correcl, as it could be construed as meaning that logging is O.K. Consequently, with all of these negatives and wilh this being such an emotion-packed event, it was decided to give the c'lreerleaders the evening 0fi.

The game was played in Texas and lhe Lumbe{acls, having hit on hard times lately due lo timber crtbac-la in their aea, were subjected to the time consuming ordeal of lrain travel. Ah travel was economically unfeasible. En route to the game,the train was involved in a wreck and was badly damaged. The leam members were eligibld for governmenl assbtance due to the fact they were fiom an economically depressed area, so the govemment paid to have them retrained. When the leam finally anived at the game site, they were very lired from theh ordeal and rwre nol al their best.

The Owls were never endangered and the Lumberiacks, weakened by retraining and poor morale, were lileralty dubbed to death... the Siena Club, the Audubon Club and the Wldemess Club, among others. The Owls, with their greater finances coming from lhe ranks of doctors, lawyens and the like, were able lo field a much stronger team. The problem was compounded by pregame publ'nity invoMng very slanted reprling by the medh, putting lhe Lumberiacks al a strong pycnological disadvantage.

Some of the Lumberjacks' previous opponents successfully used the bomb against lhem. Knowing this, the Owb rveqt to the air with great success and found the defense to be nearly nonexislenl. Maileil, Lehrer, Bather, Koppel, Fonda and Tumer all contribuled lo the Owls' air domination.

Manufacturers: Ponderosa & Sugar

Thql's How lt Goes!

"No credit? lVlry, backwlwn I owned this center I gave cverybody credit right up to thc day I wcnt belly up..."

that time were 3,0004,000 owls in all of Washington, Oregon and CaliforniaNow Dr. Robert Taylor,

WESlIERN ASS0C[ATt[0N NEWS

Mountaln States Lumber & Bulldlng Materlal Dealers Assoclatlon passed its presidency from Lee Jordan, Jordan Building Centers, Wheatridge, Co., to Mark Statham, BMC West, Glenwood Springs, Co., at the 1993 fall management conference Nov. 4-5. (Other officers installed will be listed next month.)

Conference attendees learned how to cut the competition down to size from John Zapor at the opening educational session Nov. 5. Following a panel discussion by industry members on "Shrinkage and Theft," Walter Foxworth, Foxworth Galbraith Lumber Co. president and MSLBMDA legislative coordinator, brought the audience representing the association's six-state region up to date on national legislative issues. After lunch, Mark Neely and Patrick Thebus, The Everest Group, presented a three part session covering management, benefit plans and finance.

Saturday morning's program focused on civil rights, medical leave, sexual harassment with Gus Achey, Mountain States Employers Council, discussing "Where Are We With the State of the Employment Law?"

Golf, a reception and banquet and a program for spouses completed the annual conference at the Hyatt Regency Tech Center, Denver, Co.

The annual Products Expo and Building Materials Buying Show is scheduled for March 17-18 at the Holiday Inn/JQ Hammons, Denver. Basic product knowledge seminars were held in Farmington, Albuquerque and Roswell, N.M., during October.

Almost 100 players participated in the MSLBMDA Western Slope Golf Tournament in Rifle, Co., Sept. 10. Gordon Harbert, Harbert Lumber Co., Grand Junction, Co., chaired the annual event.

Lumber Merchants Assoclatlon of Northern Californla's board has approved moving the annual convention to the first weekend of November and changing elections to coincide with the association's fiscal year. The current slate of board members and officers will hold office until Jan. 1. 1995.

The annual Owner's Seminar will be Nov. 20-22 at Ventana Canyon Resort, Tucson, Az. John MacKay, Profit Planning Group, who conducted the NLBMDA cost of doing business survey, will speak during an allday hands-on session on money management. According to Bruce Pohle, Southern Lumber, San Jose, chairman, dealer owner members from other federated associations are welcome to attend.

"LMA'S 1993 membership campaign continues to be successful despite a down economy," reports chairman Kathleen Patterson, Central Valley Builders Supply, St. Helena, Ca. Ten dealers including one with eigbt locations and l6 associate members have joined LMA during the campaign. All sponsors will participate in a drawing for a weekend in Monterey.

LMA will host tbe elected leadership of the seven Western Regional NLBMDA federated associations and NLBMDA officials Feb. 4, L994, in the Napa, Ca., area. Roundtable discussions will focus on association management and service to members.

Computer Firms Join Forces

Computer System Dynarnics, Inc., Denver, Co., is acquiring substantially all assets of ProfiMaster, Austin, Tx.

"The combined customer base of the two organizations, which will exceed over 550 companies and 800 locations, will position the firrr as one of the largest suppliers of computer systems to this specialized industry nationwide," said Bob VanZant, CSD president.

ProfiMaster, which was fonned in 1982 by a group of lumber dealers belonging to a wholesale buying coop, will remain in Austin as a separate division of CSD. Approximately 30Vo of CSD's customer base consists of multi-location lumber yards, home centers and hardware store chains. The fimr was founded in 1975.

Last Breath At BE

Following a furious going-of-outbusiness sale, culminating in markdowns from 807o off to "no reasonable offer refused," Builders Emporium, Irvine, Ca., permanently closed its 97 stores Oct. 27.

Meantime, its agents have been steadily lining up buyers for the prop-

erties. Vons Cos., mostly seeking to shut out its competitors, is in escrow to assume 53 BE leases. The deal is slated to close in January.

Since transfonning the home centers into supermarkecs would require significant remodeling, analysts predict Vons will only convert six or eight buildings and sell the others to non-rivals after commercial rents rebound.

Michael Hecht, BE pres. and c.e.o., said a nurnber of other stores have been sold, but would not disclose if any of the buyers were home center chains.

CBS Creditors Sue Board

Officers and directors of Central Builders Supply (CBS), the Sturgis, Mi., dealer-owned cooperative which entered bankruptcy earlier this year, are being sued for fiduciary responsibility by the crediton commicee.

With annual sales said to be in the range of $300 million and a net worth of approximately $1.8 million, the company's financial bailout reportedty left wholesalers and manufacturers with six figure receivables and retail lumber dealer members with enonnous

liability. Several members also are reported to owe CBS large sums.

In addition to filing suit against the officers and directors, the creditors committee earlier filed suit against the company's auditor/accounting ffum Deloitte and Touche, which they feel allowed CBS to maintain an inadequate reserve against bad debts.

U.K. Co. Acquires U.S. Mfrs.

With the acquisition of 20 manufacturing subsidiaries and divisions in the U.S. and Canada and 30 in the United Kingdom and continental Europe, MB-Caradon plc is now the U.K.'s largest producer of building products. Better-Bilt Aluminum Products Co., Peachtree Doors, Inc., Season-all Industries, Inc. and Thennal-Gard, all pnrducers of residential windows and doors, are included among the acquired companies.

MB-Caradon acquired the businesses from The RTZ Corp. PLC for $1.2 billion (U.S.). Sales of the acquired companies totaled $1.766 billion (U.S.) last year. MB-Caradon had sales of $1.195 billion (U.S.) in 1992. The company's U.S. office is in WestPort' Cr

Arizona Home Centers Stock Certified Lumber

Eleven Arizona Home Depot stores

This infonnation reflects how SCS are now stocking lumber with a label evaluates a timber company's operacertifying that it was logged with tions on a scale of 0 to 100 in three sound forest management p,ra.ctices. categories, explained Debbie Harnmel, Sold in bookshelf-sized pieces, the director of forestry programs at the lumber, which is competitive in price certification company. They deterwith other lumber products, comes mine if the lumber is from a sustainfrom Collins Pine Co.'s Almanor For- able forest by comparing the rate of est in Chester, Ca. One of the first to harvest to the rate of replanting and have its lumber products certified by growth. The impact of logging on the ScientificCertificationSystems,Oak- surrounding ecosystem, including land, Ca., the Portland, Or., company wildlife, and the social and economic also grows timber in Oregon and benefits the company provides the Pennsylvania courmunity also are consiclered.

The label, which has a green cross logo, states "This wood was harvested from a State-of-the-Art Well-Managed Forest." The company and forest are identified on the label which lists its Certification Score with the notation "100 = Maximum Possible Score." Collins received 86 for Sustainable Harvest; 81 for Ecosystem Health, and 89 for Community Benefits.

New Nail Schedule For Roofs

Dealers can expect an increase in sales of 8d common nails and a decrease in the number of 6d common nails sold with the adoption of new nail schedules by the American Plywood Association.

Following field investigations that determined inadequate fastening allowed loss of roof sheathing during Hurricane Andrew, three new roof sheathing nailing schedules tlat enhance wind resistance have been developed by APA.

For most of the country 8d common nails are recommended for applications where 6d common nails were previously acceptable. In regions with high wind exposures, such as the Gulf Coast and the Eastern Seaboard, APA recommends spacing 8d common nails six inches on center on all roof framing members. Panels over gable ends are an exception and should be nailed four inches on center on all framing members. Pending changes in wind design requirements may lead to use of thicker roof sheathing in coastal regions, but these will be independent of the new nailing recommendations.

The recommendations are under consideration in a number of local code jurisdictions including areas of southern Florida. Although model code revisions will oake about two years, builders may follow APA recommendations prior to their adoption.

"We're the first mass merchandiser to bring certified wood to market," said Mark Eisen, Home Depot environmental marketing manager, at Atlanta, Ga, headquarters.

In a recent survey, Western Wood Products Association found 22Vo of the retailers reported customers requesting environmentally certified wood. Critics claim certification is a marketing gimmick because lumber companies must pay $30,000 or more to be evduated. Certification firms counter that they risk losing their credibility if their appraisals are shown to be dishonest.

ldaho Building Total Hits New Record

Building in ldaho continues to grow with July's $145 million total construction exceeding the previous $140.9 million high established in Aprn 992.

The state has a cumulaive 5.3?o inprovement over 1992 for the frst seven months of the year with tbe incr€ase notably higher in some localities. Post Falls, with a $5.5 million level of activity for the flrst seven months of 1992, jumped to $15.8 million for the sane 1993 period; Boise from $19.6 million to $40 million; Lewiston, $3.6 million to $10.2 million, and Bannock County, $0.8 million to $8.5 million.

Writing in the Idalw Construction Report, economist Dr. Kelly K. Matthews said, "The combination of rapid income and employment gains, along with basic fixed mortgage rates near

Canadian Lumber lmports Up

A thfud of the lumber used in the U.S. so far this year, has come ftom Canada, up 8.87o ovet 1992.

Total U.S. lumber imports for 1993 will be 7.6Vo above 1992 levels with Canada leading, the Western Wood

77a, continues to fuel significant increases in the state's housing sector. T\e 30.5Vo single family pemit gain in July helped push the seven month cumulative expansion to 10.5Vo."

Discussing the Boise-Meridian-Ada County area he said this area's July single family p€rmits totaled nl (&% of the state !otal), but "only 12 of 56 locations reported no new residential construction" for that period.

In luly, 170 new aparfiient pernits were issued in Boise for a seven month cumulative gain of 805 units. "This is a substantial gain over the224 multi-family permits issued in Boise during the 1992 January to July period," Matthews said. "Furlhertrrore, Boise's 1993 cumulative average apartment pennit value was $37,114 compared with $32,979 in1992."

Simpson heconfigures Mill

Simpson Timber Co. will reconfigure its Korbel, Ca., mill in January to acconrmodate only young growth logs.

"With the changing nature of the forest resource, we have been faced with difficult decisions about how we continue to stay competitive and operate the mill efficiently within our sustained yield plan. The reconfiguration is necessary to match the operating system with the current supply and size of logs," said David Kaney, Simpson vice president and general manager. "The majority of the redwood and Douglas fir we are processing at the sawmill is smaller in size, averaging 12to 16 inches in diarneter, and the Log Quad is designed to handle logs 4 inches to 30 inches. It no longer makes economic sense to operat€ the headrig, which is designed to process the larger logs, at greatef cost and slower speed. We will run all logs through the existing log Quad."

Products Association forecasts. Eastern Canadian mills have increased U.S. shipments 257o, providing40% compared to367o a year ago, mainly spruce-pine-fir from Ontario and Quebec. British Columbia expors have increase d oriy 24o.

Following the curtailment" annual production is expected to be 160 mm bfof6OVo redwood and407o Douglas fr. Approximately 55 jobs will be eliminated. The mill will operate at current capacity until its regular maintenance shutdown in December.

BMC Shopping For More Stores In Texas

BMC West Corp., Boise, Id., appears to be trying to recapture the position it held in Texas in the early'80s when it was Boise Cascade Corp.'s building materials division.

With six Texas stores (an El Paso location plus five fonner Boise Cascade stores recently purchased from Lowe's, which had acquired them in 1985), the 38-unit chain is shopping for additional Texas home centers. "Wete looking all through the state," said Ellis Goebel, vice presiddnt and treasurer. "We're looking at San Antonio as a potential metropolitrn nutrk, but we're also looking at Houston, Austin, Dallas and other areas."

The recently acquired Temple, Fredericksburg, Marble Falls, San Marcos and Shiner locations join others in Colorado, Washington, Idaho, Utah, Oregon, Nevada and California.

BMC West's 1992 sales exceeded $290 million. The five slores acquired from Lowe's had a combined revenue of $34 million in 1992. Sales price was said to be $10 million although no amount was disclosed.

"'We're extremely bullish on the Texas economy and how it is positively affecting the building materials

indus0ry," said Donald S. Hendrickson, BMC president and ceo. "The central Texas region has been especially strong and has played a major role in leading the state's current economic fecovetry."

Goebel said BMC will buy another home building supply retailer by the end of the year. In addition to strengthening its position in Texas, the company intends to expand into the Northwest, Montana" Wyoming, New Mexico and Arizona. They also expect to purchase a door manufacturing operation. At present they operate Spokane, Wa.; Orem, Ut., and Idabo Falls, Id., door plants with pre-hung door facilities under construction in Beaverton, Or.; Fresno, Ca., and Lewiston, Id., due to be in full operation by year's end.

Clinton Retreats On Plastic Use

Following intervention by the wood pallet and forest products industries, the Clinton Administration modified a Federal Recycling, Acquisition and Use of Environmentally Preferable Products and Services order which

Comaliry Youh

cited plastic pallets as environmentally preferable to wood pallets.

American Plywood Association president David Rogoway wrote to Secretary of Agriculture Mike Espy, "The Administration would seem to have it precisely backwards. Wood is the only material used to make pallets that is all of the following - reusable, repairable, recyclable, renewable and biodegradable," according to the National Forest Resource Council and American Forest & Paper Associauon's Summit Alerl.

The letter continued, "Combined with the devastating effects of the Administration's Option 9 forest plan and equally misguided efforts to eliminate below-cost timber sales, an executive order penalizing wood pallets without any empirical justification or apparent regard for the economic consequences gives the appeafiurce that the executive branch now seeks nothing less than to virtually eliminate the wood products industry from the nation's commercial landscape."

Rogoway expressed pleasure tlat the Administration was quick to recognize its mistake, but he added the affair underscores a frightening lack of environmental clear thinking within the govemment.

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Ittit*es tota[ quality metbods to brlng yon ^ccufare| conels* n*d tlmely, c ontrnudic a tio n s ta im? ft 0Q yoar baslness declsions.

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FCommlttod to strottg and aalaable baslness partnefibi\s that enbance caErofier satlsfaction and

Randy Harrls bas joined Louisiana-Pacific Corp., Salt Lake Cig, UL, as inte.mountain sales mgr.

Ron Dybas has joined United Pacific Forest Products, Petaluma" Ca. Todd By. bee is dimension & studs buyer, and Scott MaJors, timbers & specialties buyer.

Mark Glasbrenner has been named mgr, of Alpine Lumber, Steamboat Springs, Co. Hamld Taha is assl mgr. at the Pecos (Denver) yard, and Kevln Pask, assl mgx., Parker, Co.

Brad Tukey is now exec. v.p. at Orchard Supply Hardware, San Jose, Ca.

Steve lvle has joined HomeBase, [,akewood Co., as customer service mgr.

BlIl Barrett, PPCI Industries, Inc., Newport Beach, Ca., has been promoted to Olympic development mgr.

Tlm Bollhoefner is new to Lone Star Lumber, Englewood, Co.

Allan Sherman has been narned pres. of HomeBase, Fullerton, Ca., replacing Wllllam E. Patterson, who has resigned. Murray Wachtenhelm is now exec. v.p.-store operations, succeeding Harold Compton, who also resigned. John Mlnlcl has been promoted to v.p.-inventory management. Doug Brandt, Scott Rlchards, Rlck Vasquez and Patrlck Young are v.p.smerchandising, all reporting to Merk Baker, now exec. v.p.-merchandising and general merchandise mgr.

Davld Rowland has been named hardware dept. mgr. at Barnett Lumber, Denver. Co.

Jlm Lawson is new to sales at Newquist & Bergshom, Newport Beach, Ca. Bruce Merlno, fomrerly lumber & building materials merchandise mgr., West Coast div., Home Depot, Fullerton, Ca., is now home decor merchandiser.

Mfte Askea is now handling westem and southern yellow pine plywood and OSB sales for Timber Products Sales Co., Springfield, Or.

Val Nlelsen has joined Caffall Bros. Forest Products, \Yilsonville, Or., in cedar fencing sales.

Peter Ganahl, pres., Ganahl Lumber Co., Anaheim, Ca., and Patrlck Young, v.p.-merchandising, HomeBase, Fullerton, Ca., addressed "Meeting the Needs of Your Customers" at the National Building Material Distributors Association's annual convention.

Gary Sell has joined The Terry Companies, Tarzana, Ca., as general sales mgr. Roy Melswlnkel has retired after 30 years at Terry Lumber's Glendale, Ca., yard.

Blll Swaney, Mallco L,umber & Building Materials, Phoenix, Az., was elected pres. of the Phoenix Hoo-Hoo Club, succeeding Glenn Mlller. lst v.p. is Dan Roads, 2nd v.p. Corby Blddle, sec./treas. Chuck Penslnger. Directors: Jerome Huerta, Pat Craghead, Ilwayne Fulbrlght and Lary Tostenson.

Darrel Hanson has joined Georgia-Pacific, Portland, Or., handling sales for Martell, Ca., and Philomath, Or. Jennlfer Gals bas joined Masonite Building Products as urktg. programs mgr.4raftMaster Door Products.

Davld J. Loftus has been promoted to treas. of WTD Industries, Portland, Or., succeeding Wes Okamoto, who has left the co. to pursue other interests.

Michael J. Kennedy has joined Independent Nail Co. as sales mgr.

Mlchael R. I)ouglas, general counsel and sec., Fibreboard Corp., Concord, Ca., has added the duties of senior v.p.

Darrel Hanson and John Delsher are new to sales at Georgia-Pacific, Portland, Or., according to gen. sales mgr. Randy James.

Terrl Twogood-Harley, formerly with Simpson Strong-Tie, has joined Silver Metal Products, Inc., Livermore, Ca., as district sales mgr., based in Fullerton, Ca., reports Ed Mooers, v.p.-mktg.

D. Frank Tooke, v.p.-sales & mktg., CooperTools, was elected 1994 chairman of the American Hardware Manufacturers Association,

Dan R. Caspall has been named v.p. of V & B Manufacturing Co.

Robert E. Hutc.hlson, Stanley Tools, was named national sales mgr.-Stanley American Brush.

Don Lucas is now in sales at American Pacific Wood Products, Portland, Or.

Jlm Inglls, exec. v.p., Home Depot, Atlanta, Ga., spoke at the recent Kitchen & Bath Building/Remodeling Conferpnce & Show.

Vlctor Robles is the new gen. mgr. at Foxworth-Galbraith Lumber Co., Grants, N.M. In Payson, Az., Mlchael Schwlndt is now gen. mgr. and Julle Wllliams, bookkeeper; Tina Armfio, receiving clerk, and Joe Chavez, yard associate, Truth or Consequences, N.M.; Linda Ylllarreal tansferred to Coolidge, Az., as bookkeeper, and Vlrglnla McVey returned to the Gilbert, Az., huss plant as receptionist. Wllltam H. McCredle, exec. v.p., National Particleboard Association, is set to take early retirement in mid1994. Gen. mgr. Rlchard L. Margoslan will succeed him.

Paul Stanlslawskl is the new mgr. of Rocky Mountain Door, Denver, Co. Wllllam C. Howard has been named v.p.-environmental engineering & technical support for Georgia-Pacific Corp., succeeding Carroll T. Tolar, senior v.p.-environmental affairs, who retires Dec.3l.

Alex Goff, Cotter & Co., has been promoted to Members magazine editor, replacing Dlane Kornlck. Teresa Plemonte is a new communications specialist.

Jeff Styerwalt is now with MacMillan Bloedel Building Materials, Denver, Co.

James A. Culbertson is the new v,p.mktg. for Celotex Corp.'s building products div.

FI &EYENYI']T}IO

Jirsl, for the number one qrode lumhr thot Western Wood Preseriino selecls soecilicollifor Suruoodl fte oppeolins, reddish-bioym coloi thd M hcome top choice fdi oudoor living.

losl, for the lonaevitv of soeciol hiqh-puritv 0smose' preservotive that l&ks frre- riih,wgrmiolbr info every fiber, while iesisling lermiles ond rol for o'lifefme.

Evervthinc in.bclwccn, for fte hst service, quolitv producfs ond piompl delivery tholhos betome 0 promiie 0f We$ern Wood Preserving.

Frank Leeper is now channel mktg, mgr. for Stanley Door Systems.

Ellen G. Hotz is now v.p.-product & brand mktg. for Garden Way, Inc. Brian E. Miller is product mgr.-chip pers & snow throwers.

Seymour Kroll has been naned pres. and ceo at Acorn Window Systems. Hans Vetter is now v.p.-sales & mldg., and Jack Verch, v.p.-technology.

Bob Abbott, former lumberman, is now with Thomas & Thomas Real Estate, Lake Havasu City, Az.

Terry Smlth, Califomia Hardware, Industry, C8., was elected vice cbaimran of Distribution America- MlkeJensen, Jensen-Byrd, Spokane, Wa., is a new board member.

Domenlco Cecere, formerly of Honeywell, has been named v.p. and controller at Owens-Corning Fiberglas, succeeding Charles Bland.

Grant Muller, San Diego, Ca., has joined the flat glass sales force at LibbY Owens Ford, as west coast regional residential mktg. specialisl

Cralg Klncald, Kincaid Hardwood Co., Fair Oaks, Ca., and Ed Vatl won the Sept. 24-25 Men's Invitational Golf Tournament at Bodega Harbor Golf Links.

Andy Mann is bandling repairs for Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Wh*0, conmes 6o 6helr

oTl ,o s o lttr e I ln dus'6 r I e s (,e ln c

The truth is, only the forest products industry relies on a wholly renewable resource wood -- to make products, Of course, that renewability depends on responsible forest management. For decades, Willamette Industries has led the industry in caring for its forests. Reforesting or replanting every harvested acre and never harvesting more than ir grows' Willamette's sustained yield will continue to produce wood at or above current levels. Willamette takes great

nrrlp&c (,e

;o sfre€.[t 6[te frot€[to

rains to meet or exceed all environmental requirements, balancing wildlife concerns while assuring renewability. lonservation is {urther enhanced with Willamette's advanced manufacturing methods which eliminates waste by using every ;crap of wood and wood fiber. With Willamette's sound forestry practices, wood will remain a viable resource. So, before rou consider the pointedly exaggerated claims of alternative building materials, consider the renewable resource ---wood.

Structural Wood Panel Production For '93lJp 4o/o

Structural wood panel production in both the U.S. and Canada is expected to finish 1993 about 4Vo ahead of 1992 md i*,2Vo in 1994, members learned at the 57th annual American Plywood Association meeting in Tucson, Az., Sept.28.

Totalplywood and oriented strand board production in the two countries is forecast to reach 31.5 billion sq. ft. ,

exceeding the 31.4 billion ft. 1988 record, according to APA's annual End-Use Marketing Profiles for Structural Panels.

Other projections :

o 32.2 billion ft. rotal 1994 U.S. and Canadian panel production.

o 600 million sq. ft. decrease in 1994 U.S. plywood production; 50 million sq. ft less in Canada

o 850 nillion ft. increase in 1994 U.S. OSB production; 500 million fr more in Canada

o 2.9 billion ft. decline in 1994 western plywood production

o 288 million tt.1993 U.S. glulam beam production, 17 million ft. over 1992:308 million ft. in 1994

o 350 million tt. 1993 U.S. and Canadian wood I-joist production, 125 million ft. above 1992;386 million ft. in 1994

o 25 million ft. 1993 U.S. and Canadian laminated veneer lumber production, up 7 million ft over 1992; 29 million fr. in 1994

Many complex challenges and oppctunities face the structunl wod panel and engineered wood products industries, APA executives lold members.

Chairman Dennis A. Spencer, Stone Forest Industries, Inc., Medford, Or., said "We wouldn't be here on the 60th anniversary of this great association, if we hadn't learned long ago to adapt, to adjust and to create new opportunities for ourselves."

Both Spencer and president David Rogoway advised the 400 attendees

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AMERICAN PLYWOOD Associalion annual meeting in Tucson, Az: (1) chairman Dennis Spencer. (2) Brenda Elliott, Tom Nash, Alex

Ailken lake parl in a oame show oarodv. (3) Peter Qant,Hank Ridefs, Jim Walsh. (,i) Rbri & Healher Benson, Madlyn & Ron Doyle.

from the U.S. and Canada to continue to battle to restore stability through responsible management of national forests. Rogoway pointed out that a new kind of green marketing is demanded, stressing engineered wood products have become synonymous with "environmental sensitivity, better resource utilization, less waste and improved quality."

The meeting incorporated for the first time a two day exhibition of products and services for the industry called Info Fair 93.

CCA Potato Test ls Negative

A study by the Swedish Wood Preservation Institute in cooperation with the National Food Administration of Sweden emphasizes CCA treated wood can be safely used in contact with food, plants or animals, the Western Wood Preservers Institute repons.

In the test, two varieties of potatoes were stored in a cold, underground room in bins constructed of CCA treated wood. Each potato had direct

con[act with the bin. An analysis performed after seven months using peeled atw potatoes, boiled potatoes and boiled peelings showed no increased levels of arsenic, chromium or copper.

At present, the EPA approved Consumer Information Sheet handed out with a treated wood purchase says treated wood should not be used "under circumstances where the preservative may become a component of food," which would include a potato bin, WWPI adds.

Hoover Treated Wood Products announc€s that a NATIONAL EVALUATION REPORT (NER-4571 has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of tho BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a S0-year projected useful life, and is the FIFSI Fire Retardant Treated Wood with:

afhrrd Party Klln Monltorlng In addltlon to U.L.lollow-up servlce a FRf labor and malerials replacement cos| warran|rl

Richard Baxter Named President At Family Firm

Richard H. Baxter has been named president and chief executive officer of J. H. Baxter & Co., San Mateo, Ca-, as part of a major reorganization of the l0Gyear-old company.

Baxter's sister, Georgia BaxterKrause, was named vice president and Michael Spies, director of operations. N. V. "Nick" Poletika, retiring president and ceo, will remain as a consultant to the company through the end of 1995. C. L. "Chuck" Stoddard, who has 30 years experience in the industry, joined the company Nov. I as manager of engineering services.

Sande Lavino and Bill Yuen also are on the management team.

Promotion of Baxter, 33, to the company's top post carries on a mdition initiated by his great grandfather who established the business with his brother in the late 1800s. Baxter learned the business from the ground up, once typical of family businesses, but somewhat rare today. At age 18, he began work for the company as a pole framer and forester.

He later was a general laborer and equipment operator at Baxter's Arlington, Wa., plant. In 1984, after taking

time out to attend Menlo Business School, Menlo Park, Ca., he became a forestef at the Baxter plant in Eugene, Or. As he progressed in the company, he had a myriad of responsibilities, including forestry, sales, sales service and treating supervisor. He was promoted to corporate headquarters as assistant o the presidentin1992.

Baxter-Krause, 30, was graduated from Stanford University, Palo Alto, with a BS in environmental policy in 1990 and joined the fanily company as an environmental technician. As vice president of technical and environmental services, she will be re-

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Spies, 48, is a 30 year veteran with J. H. Baxter. He has held supervisory and management positions at three of the company's freating plants, including his most recent position of plant nanager at the long Beach, ca., plant. As director of operations, he will be responsible for all plant operations.

Little Change In Nert Decade

Looking ahead 10 years, 51 private economists found the U.S. economy will look pretty much as it does today.

The average rate of economic growth during 1995-2m/. is expected to be about the same as in the 1980s, with the exception of lower inflation and interest rates, the Blue Chip Economic lndicators newsletter reported. Growth will average 2.6Vo a year and unemployment will stay above 6Vo through the end of the decade.

Inflation is projected at current levels, but consumer prices are expected to rise about3.5Vo ayear. Short term interest rates will move to about4Vo n 1995 to average 4.37o in the late 1990s. After bottoming out in '94,

long tenn bonds from the strongest corporations are expected to climb to an average of 7.47o until2000.

The l0 most optimistic forecasters see the economy growing at a 3.4Eo annual rate in the latter half of the

decade, but the 10 most pessimistic see only 1.87o growth.

For this year and next" the cons€nsus forecast is2.7Vo growth, 6.6Vo anemployment and 37o consumer price rise.

Yard Turns Neighborhood's Anger into Praise

Barr Lumber Co. transformed neighbors at its Los Alamitos, Ca., headquarters location ftom enemies to friends with a few changes in landscaping and housekeeping.

After residents attending a city council meeting accused the conpany of being dirty, noisy and in violation of zoning laws, president Murl Fast promised changes even though his facilities were exempt from zoning regulations established after the yard was built.

The company moved the majority of its lumber storage to another property, moved remaining lumber stacks away from the perimeter of the yard and directed vendors and employees to re-route truck fravel away ftom residential streets. Deliveries were switched to other locations or scheduled to arrive by rail in order 0o minimize truck traffic.

Landscaping was planted, sprin-

klers were installed, drives were covered with asphalt and a sweeping and watering service was hired on a dqily basis to cut down on dust.

After the company made the changes, neighbors returned to a city council meeting to praise them. "We were skeptical, but it really baPpened," said one woman. "We are truly appreciative," anottrer resident commented.

"We want to be good neighbors," said Fast. "We really are doing our very best." Other more expensive improvement plans are on hold until they complete negotiations to buy the site from Soutlern Pacific Transportation Co. The transaction is stalled by a land title lawsuit between Southern Pacific and the Bixby Co., leaving Barr on a day-o-day rental basis.

Barr also has Costa 14ss4 Alhambra, Bellflower, Indusuy, Huntington Beach and Lake Forest, Ca., yards

Denver Dealers Prove Wood "Greener,, Than Steet

Responding to a paid ad run in the August 1993, Hontcbuilder Magazinc by the Home Builders Association of MeEo Denver, Co., promoting materials other than wood as better for the environment and identifying steel snrd construction as an option, five of the area's lumber dealen rur an ad of their own in the publication's next issue.

Labeling their full-page ad "a rebuttal," Alpine Lumber Co., Chase Lumber Co., Denver Lumber Co., Economy Building Materials and Keltogg Lumber Co. pointed out the builder's ad was well intentioned, but incorrect and without scientific fact. Citing the Life Cycle Assessment, they compaed wood and steel:

o Exfraction: Wood is harvested and is easily renewable. Iron ore is mined and is not.

o Manufacturing: It takes nine times the energy to produce a steel shrd as it does to produce a comparable wood stud. This energy is normally generated by the combustion of fossil fuels (also non-renewable) which contribute to acid rain and the greenhouse effect Trees on the other

hand take in carbon dioxide, "fix" the carbon in a process called carbon sinking and release oxygen.

o Use: Wood is ahut seven times more energy efficient in tenns of Rvalue than steel. It takes approxirntely l0%o morc insulation (primarily synthetic fibers) in a steel framed wall to equal the energy efficiency of a wood franed wall.

oDisposal Wood is biodegradable, reusable and recyclable. Steel is not biodegradable and is reusable and recyclable only with large additional inputs of energy (again from fossil fuels).

The ad concluded, "It is importrnt that we always analyze the TOTAL environmental cost when making choices and that we conscientiously strive to minimize our impact at all levels. But it is also important that we rcalize that the obvious is not always coffect. In this case we need to remember Nothing is Greener than a Tree."

The Western Wood Products Association reacted to the original ad with a

letter urging the home builders to consider the many ecological advantages wood holds over competing rnterials.

Fox-GalAdds Az. Truss Plant

Foxworth-Galbraith Lumber Co. has opened a truss plant near its Tucson, Az., yard.

Located in a leased off-site building, the truss plant will be part of the existing Commercial & Professional Division operation, managed by general manager Ken Black.

After opening the yard April 1, Black quickly learned that providing trusses was essential to attracting and keeping customers. Competitors, he said, often refused to sell their trusses to builders who buy their materials from other yards. "With the addition of a truss planf we will now be able to sell customers complete house packages," Black said.

The Tucson truss plant will also serve Fox-Gal's other Southern Az. operations, including Nogales and Casa Grande.

Additionally, the Wickenburg, Az., retail yard is being changed into a Commercial & Professional Division operation.

Npw Ypen's AD oNLY $60

Use this low cost opportunity to deliver New Year's greetin$s to customers, friends and suppliers. Your business card will appear in a Special Section in our January issue, orposing your message at an extra tow prlce. Cards will be reduced slightly, to 2-3/ 8" x 1 -3 / 8"

Celebrate the New Year by communicating with the trade. And at a price that can't be beatl

Start 1994 right by sending thanks and best wishes to customers, friends and suppliers. Happy New Year!

Union Survey Glaims Ernst Customers Unhappy

Survey results published by the no way of lmowing whether those who union battling Ernst Home & Nursery reslnnded shopped at Ernst once or 50 in a labor dispute were debunked by times in the past year." both the company and a research poll- Nancy Holland-young, assistant to ster. union president Joe peterson, said the

More than 400 people responding union never intended to perform a scito advertisements placed by the union endfic survey. She maintainel54Vo of thought Ernst's seattle, wa., area those polled reported deficient service stores had high prices, poor service at Ernst utd 64vo said Ernst's prices and that competitors were doing a bet- were higher than the competition. "If ter job, the union claims. Ads., w-lich pollsteri want to give us tips, we'd be were carried by Metro buses in King more than happy to listen to them," County during August, urged dissatis- she said. fied Ernst customers to call a toll-free

When Home Depot entered the number. Those that did, answered a market a year ago, -E*st had about questionnaire with ttreir answers used 35Vo of Seattle's-home improvement for the survey. business, neady three times that of

A union official said 69Vo of those HomeBase, Reeie said. responding think service is better at ,,Joe peterson would be better off other home improvement^ilgilt:^t*g- rocuiing on rhe issues and working for gesting Ernst_is losing businesp Eu- the employees than running them gle Home & Garden and Home Depot. Oo*o," said Reese.

Monty Reese, Emst v.p.-marketing

The union and Ernst have be unable and advertising, said the y1i-on- is mak- 19 agree on a new labor contract since ing up its infomtation. "We have re- the -former contract expired in Nov. seafch feports to indicate that's not the lgg2case," he said. "Ernst continues to be the leader in market share in King and Pierce counties."

Pollster Jim Hebert, Hebert Research, Bellevue, thinks the survey has a major flaw because it asked only unhappy customers to respond. Calling the survey unprofessional and unreliable, he said, "The best thing I could say is that the survey focused on Ernst customers, but the results don't even come close to representing what Ernst shoppers feel. For one thing, there's

Southern Pine Goes Western

Southern pine continues to move across the Roclry Mountains !o captune westem markets. Even Sunset Magazine, the "Bible" of western home owners, gardeners, chefs and do-ityourselfers, has succumbed.

A20 tt garden center designed and built by senior writer Peter Whiteley will be on permanent display at Sun-

setb test garden in Menlo Parh Ca. A million readers learned how to build it in a three page, four color feature in the March issue of the magazine.

Designed with sections measuring 4 ft. wide, 84 in. high and 24 in. deep, the unit used treated southern pine 4x4s, 2x4s and 2x6s with a translucent roof of fiberglass.

Southern Pine Marketing Council supplied the lumber through California Cascade,-a treating firm located near Sactamento, Ca.

Dimension's Share Climbs

Dimension lumber continues to dominate western wood production, with the structural products claiming a record share of production in 1992, according to Western Wood Products Association.

Lumber produced at western mills was 53.47o dimension (not including studs), the highest percentage since WWPA tracking began in 1971. Commons were the second leading product by grade, at l5.7Vo of production, followed by studs, 11.57o; shop, 9.87o; timbers, 5.7Vo; selects, 3.37o, and other,0.67o.

Dimension's share began topping 504o n 1986. In the 1970s dimension accounted for 4749Vo of production, falling la 43Vo during the recession of the early 1980s.

Hardboard Association Ads

The American Hardboard Association, Palatine, Il., will feature 1994 Home of the Year competition winners in its advertising. Association members include ABT Building Products, Georgia-Pacific, Masonite, TempleInland Forest Products and Weyerhaeuser.

TREATED southern pine was exporled lo Calilornia for lhis garden center built at the Sunsa Maguinetest garden in Menlo Pa*.

Shoppers Look For Low Environmental Risk

A recent survey of 150 lumber dealers by Atlantic Marketing Research Co., revealed lower environmental risk an important factor influencing purchases of pressure treated wood.

Customers with "chemo phobia" is

the phrase Jim Saur, marketing vice president Chemical Specialties Inc., Chadofte, N.C., uses to describe many of today's shoppers. "While many of the fears customers have about more haditional wood treatments are not supported in facts, their perceptions

are real and alternatives should be offered (to them)," he clained.

ACQ Preserve, an environmentally conscious pressue Eeated wood that resists rot" decay and termite attack, yet contains no arsenic, chromium or other EPA-listed hazardous ingredients, has been developed by his company to meet the demands of tlis type of customer. Accepted by the American Wood Preservers Association and the International Conference of Building Officials for both above and below ground construction, it is seen as having advantages in human contact and chemical sensitive applications.

J. H. Baxter & Co., San Mateo, Ca., which introduced ACQ to the western U.S., has provided wood treated with it for five California projects of this type: a water reservoir cover, a bird observatory, picnic tables, a residential development and a day care center. "ACQ offers an alternative to our customers and licensees by allowing them to expand into a product line which is less subject to EPA regulation and more responsive to public concerns about protecting the environmen!" explained Baxter president Richard H. Baxter.

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Sell Remodeling By Design

As the remodeling market grows, the ideal home center employee must not only be handyman but also interior designer.

Some stores feature their own "design centers," staffed by a decorating professional whose advice can be crucial in assisting - and stimulating - big ticket sales.

"I always tell my customers to really think about how they want their house to feel and look," said Joanne Lennart, a vet€ran designer and ldea Center consultant at Builders Square, Harlingen, Tx.

First, have your customers make an honest evaluation of their homes, asking themselves questions like:

. Is the kirchen outdated with linited cabinet space?

. Are bathrooms behind the times with tiny showers and water-wasting toilets?

.Is the family room in chaos due to insufficient storage space? Are the basics, such as the roof, floors, walls and windows, in bad shape?

Lennart suggests having d-i-Yers "set up a file system and collect pictures of their dream kitchens, baths, whateve,r." Even if they come up with 20 different bathroom pictures, the observant consultant should be able to spot the major themes and coordinate the look they want.

Assist in planning how much material, money, time and talent are needed for the desired project. Help ease any reservations by explaining financing options and installation services, she recommends.

Finally, stress that remodeling projects help them to protect and enjoy the biggest investment most of them will ever make - their home. A $2,500 invesElent in materials can rcsult in a $2,500 to $6,000 increase in the value of the property. So cutting corners on quality may actually cost them more money in the long run.

"You want to make imProvements that not only please you, but will last," she said. "Ceratrtic tile is a good exarrple of a project that can stand years of use and still look brand new."

Wood Pallet Use Dominates U.S.

Wood pallets dominate the marketplace in the United States, leagues ahead of competitive materials.

A National Wooden Pallet and Container Association and Cahners Research survey found 98% of pallet users using wood pallets. In comparison, plastic pallet use was l3%o and comtgated 6Vo. Availability, cost and strength were cited as the greatest advantages of wood pallets.

Hoo-Hoo Removes Word "Male" From Bylaws At Annual Convention

After 101 years of male membership, members of HooHoo International, the fraternal mder of the forest products industry, addressed the gender issue at their annual convention in Sioux Falls, S.D., deleting the word "male" from membership requirements.

The organization did not specifically extend an invitation for women to join, although Beth Thomas, manager of the Hoo-Hoo office in Gurdon, Ar., was made amember in recognition of her contributions. Some clubs have attempted to admit women to membership in the past, a spokesman said.

Manny Litvin, Famrington Hills, Mi., was elected president (Snark of the Universe) during rhe Sept 12-15 meeting. Others elected: Edldie Z. Hunt, Crockett" Tx., first international vice president; Jan-Evert Hermans, Coquittaq B.C., Canada second international vice president, and Bernie Barber, Jr., Fresno, Ca., intemational secretaryltreasurer. Dave Blasen, Portland Or., immediate past presidenf is chairrnn of the board.

Regional directors elected to the Supreme Nine and the board were Kevin MacPhee, Barrington, R.I.; Tom Stumpf, Sumner, Wa.; Andy Blackwell, Emerald, Victoria, Australia; Norm Thomas, Richmond Hill, Ontario, Canada, and Tom Lynn, Desoto, Tx. Ernie Wales, Spokane, Wa-, the group's oldest living past president, is Seer of the House of Ancients.

The next annual convention will be Sept. 7-10, 1994, in Vancouver, B.C.

SOUND of music at Culhb€rt Amphitheater Pavilion, Eugene, Or., comes from a massive, arching shell framed by two Douqlas ftr olulam arches (one made from two 5$ft. beams and oire made frbm two-++ft. beams) spanned by 90 glulam purlins. Glulams haw become popular substitutei for solid sawn beams because lhey utilize second growth timber, according to the supplier, Wllamette's Bohemia Glulam phnt, Saginaw, Or.

SIRIPPHI ]|IR A BTITTRWIY

T|| HAIIIIU SGBAP?

Sw€€d CboDpors set you lree Iron ihe basslo (trrd cut ihe cost ol sctqp dtsDosall

O Dromolicolly cut the mqn-houE reqLlircdto dispose c, thce urN(rrled moteriqls.

lubing, cqble. extrusions, plqstics qrd$eelbo-into compqct, mqnogeoble chunks thqt pock

O Feilorm conlinuously shilt olter shilt, ysr qtter yeor, with lm mqinlenonce becguse they l{hrre q minimum number ot mwing pods, highest quolity mqteriqls qnd on efficienl operoting d6ign lhot hos been dmloped through o\rel 25 yeon ot dispcal enginering ond

Askutl stff yatwSvEedChoppen qnd Scrqp CoreFion Syslems con pay lor therelE by gdving ycu more oper- qting spoce. increosing pjoductivity qnd goducirg gemium-pricd rtrydable rrqp.

t-800-888-852 --,4? r7

Sweed Machlnery, Inc.

TJming Umonageab)e Scrdp into Mqndgeable Assets.

P.O. bx228. Gold HiU, Oregon 97525

H00-H00

PRESSURE treated lumber should be cross merchandised in bolh the lumber and oaden sedions of a storc. Because of ils durability, il can be recommend6d for hndscaping and garden uses. Retaining walls pidured arc only one of many applk5ions for lrealed lumber,

reunion: (1) Dorothy & Dave Blasen. (2) Betly & Jimmy Jones. (3) Bemie Bader, June Walker. (4) Ellen Lentes, Emie Wales. (5) Dan & Elouise Brovnr. (6) Jacke & Gene Zanck. (7) Logan & Jeanne Longwoilh. (8) Richard Giacone. (9) Ed Gavatto.

Inflate your sales of pneumatic tools & fasteners

4TOOLS and fasteners are among a retailer's high mar- I gin items, anong which pneumatic tools can pump up the highest margins. And if merchandised properly, pneumatic nailers, staplers and fasteners offer six to eight inventory tums a year.

These tools are used by contractors, remodelers and buildos for a variety of home construction jobs, including framing, laying flooring, building decks and installing drywall, paneling, trim andmoulding.

The key to proper merchandising of these professional products is remembering who buys tlem. Since most dealers cater to both contractors and do-it-yourself homeowners, and many products sell to both markets, retailers tend to merchandise them without any distinction. But pneumatic nailers and staplers, and the nails and staples they drive, are seldom bought by homeowners. The second key point to remember is that the real money is not in the nailer or stapler, but in the nails and staples. During its lifetime, a $5CI tool may drive $10,000 worth of fasteners.

Here are some tips on how to sell more tools and fasteners:

(1) Product displays should ideally be close to the confractors' counter, not necessarily in the front of the store. Most contractors seldom go to the front area. To make the products visible to them, the display should be located wherever contractors visit most often. Displays are usually available at no cost from the manufacturers if the retailer

orders a certain amounl Duo-Fast Corp., fm example, has a complete "Profit Centet'' to help retailers effectively merchandise its products.

Drill Ratchet wrench

Caulking gun Tire chuck

. Sander Grease gun

Chisel . Blow gun

Stapler . Sand blast gun

.Nailer Tank

Hammer Compressor

(2) Merchandising can take the forrt of cross promotion with other products, such as 'lurchase so many windows or so much lumber and get a framing nailer m air compressor free." Or give a discount on the tool if they purchase a certain volume of fasteners. This last promotion is very effective in keeping the contractor from going to another retailer for nails and staples after he has bought the tool. Assuming a $500 tool will drive $10,000 worth of fasteners, no retailer can afford to lose the repeat business in fasteners. So, offering couponing or a "frequent buyer program" on fasteners is advisable.

Story at a Glance

Watch pneumatic tool and fastener sales soar with proper merchandising tips on best use of displays, promotions.

(3) Most pneumatic nailers and staplers accept only certain types of fasteners, and a chart that explains tle compatibility of tools and fasteners is essential. In most cases, the tool manufactuers will provide such a chart.

(4) These products are ideally promoted by the retailer at "sawdust parlies" or a contractors' open house. Again, remember the distinction between these professional products and your store's consumer products.

(5) Finally, employee training is a necessity. Most pneumatic nailers and staplers are designed for specific tasks, unlike a drill or a power saw. A framing nailer and a finishing nailer are two very different tools, and one will not do the other's job. Therefore, employees must be familiar with the function of the tools and what ffis of fasteners they drive.

After-sale service is crucial to maintaining the repeat business in fasteners. Either the retailer should learn to perform the simple repairs or do business with a manufacturer that has service centers close by. Manufacturers, such as Duo-Fast, also sell repair kits that contractors can buy to perfonn simple repairs themselves.

Sidinq Nails-

. No Staining

o No Streaking

Highest quality nails tor cedar. redwood and other fine wood materials,

o Slender shank and blunt diamond point

o Diamond pattern head blends with wood texture. Small head diameter permits face nailing and blind nailing o Annular ring threads Dreclude nail head popping and cupping of siding boards r AlSl Grade 304 nickel/chromium

SWANEZE

Itbod Screws

wilGrul*-K rctrcr

@--

r Self-counter sinking bugle and trim heads r Square drive recess eliminates driver bit cam-out. Sharp point for quick penetration with minimal oressure Self-tapping coarse threads Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for superior corrosion resistance .6lengths: l" through 3"

For additional data and dealer information:

NEW PRODUCTS

seruices and sares aids

costly returns due to separated laths are being introduced by Universal Forest Products.

Pro-Wood Clinch Lattice features special heavy duty staples with chisel points tlat" when driven through the wood, hit a striker plate that forces each staple to cross itself and cul its ends back into the panel. Reportedly, the resulting joint is stronger and smoother, so it won't snag hands or clothing.

In tests, 8-ft. garden panels have literally been folded end to end without damage.

They will be available early next year in garden and heavier structural thiclnesses and a variety of sizes and species, both CCA pressure treated and brighr

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 450Q Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 74) 852-7990 or FAX 7 14-852-0231. Requests will be fonvarded to the manufacturer. Please list product(s), issue and page number:

Deck Aid

Deck BrackeL an extruded aluminum end bracket designed to prevent water build-up common to the construction of most decks, has been introduced by Crawford Products, Inc. The device is crafted to make a perfect platfonn for the ledger and helps redirect water, so it can drain and not rot the siding.

The bracket is a hard extruded a]uminum I-beam with l/4"-thick walls. The flange that bolts to the side of the house is 8" wide, and the side to which the double header is bolted is 4" wide. Both have pre-drilled 9/16" holes for the TD" carriaee bolts.

Hinge Kit

For a perfect fit every time, the Hingemaster from Norfield Tools & Supplies makes it a snap to mortise doors and jambs simultaneously and to install hinges while the material is still in the fixture.

Perfect for use on site or in the shop, the kit includes mortising templates, template guides, door and jamb reference stop assemblies, carbide-tipped router bit, hex key set and insrucdon booklet. It's available for either l./4" or 5/8" radius hinges in 3ll2",4" and 4-12" sizes.

Lanice In A Clinch

Lattice panels manufactured with a new clinch staple system to eliminate

Pocket Computer Terminals

New Radio Frequency'RF' technology capabilities from Computer System Dynamics allows users to enter data on a hand-held terninal via radio transmissions to the computer svstem.

The system eliminates gathering lists of data for later manual entry, increasing accurircy and saving time.

Designed for use with the CSD Computer System, the RF (Telxon) Terminal's typical uses include entering physical inventory data and purchase receipts and doing SKU price

checks.

Lawn Caddy

Ideal for a variety of lawn and garden chores, the sleek Fasy-Roller Plus Lawn Cart from Ames Lawn & Garden Tools features an exra-wide base to increase overall scability.

Flake-Free Handle Finish

Three entrance handlesets are now available from Master Lock Co. featuring a revolutionary new finish that provides superior resistance to tarnishing, flaking and pitting.

In extensive laboratory trials, the new Durashine finish withstood testing with salt spray, ultmviolet light and an anay of harsh cleanen.

Door Jamb In A Jiffy

An innovative door jamb system that quickly snaps into place is new from Snap Jamb International.

The three-piece adjustable prehung wood unit features tongue and groove casing and interlocking jambs that move in or out to fit walls from 4-ll2 to 4-718" or 4-518 to 5". The one size system is said to allow for f,efects up to 3/8" in any opening.

It can be manulacturtjtl fti aII types of wood and MDF products, including fingerjoint pine, hemlock, print over wood, wrap ovef wood, MDF raw, pnmed and wrapped.

compared to raditional systems, it space, reportedly requires less warehouse sDace, allows for more frames per per less tnlckload and easy handling with less darnase. and comes readv for installa- darnage, and ready tion, even by unskilled workers.

Tbe 4 cu. ft., 250-lb. capacity cart features all-poly construction with a solid steel axle, wide wheels for enhanced maneuverability, a conveniently positioned handle to eliminate bending or stooping, a flat bottom so contents af,e easy to remove, and a recessed tool tray to keep hand tools orgmized and within reach.

Desigrred for years of use, it comes fully assembled.

Cedar By The Panel

Extra light and long panels from Shakertown allow one person to install cedar shingle siding about four times faster than with individual R&R (rebutted & rejointed shingle) panels.

Designed with the appearance of traditional R&R cedar shingle siding, R&R Sidewall Panels are 41" long and weigh 2-ll2 lbs. They are squared on both sides and the butt of the shingle.

Cedar shingles and shakes offer high insulation values, durability and wind resistance.

In addition to a lifetime mechanical warranty, the handlesets include a 10-year finish warranty, virtually eliminating callbacls. The Durashine finish comes standard at no extra cost.

Bottoms Up

The EasyUp storage unit from Xcel Industrial Group holds bottles bottom up, so the liquid can flow down.

Designed to hold oval-shaped bottles, the device adheres to smooth, non-porous surfaces, such as tile, glass, ceramics, plastic and fiberglass.

It comes in four colors for use in the bathroom, kitchen, office, workshop, etc.

Easy.To-lnstall French Door

A ngw French door designed with the installer in mind has been introduced by Nicolai Door.

The Marquis interior French door is the first Nicolai door to be Compression Glazed, securing glass lites without glazing compound. The process elininates excess putty "squeeze-out" and staple holes that need to be filled and sanded prior to finishing.

GlassWrap easy-to-remove plastic covers each glass pane, eliminating the need to mask or scrape doors. After painting or finishing the door, tbe plastic can be peeled away with a putty knife.

Doors feature thinner bars and muntins (l-1/4") that allow more ligbt into rooms. Stiles have been widened (to 4-314") to accommodate a wider range of designer hardware.

Interior doors come in lG and 15lite designs in pine, fir and oak. Widths range ftom 2'0" to 3'0" by 6'8" high.

Shelf Help

Two new DuraShelf shelving units have been infoduced by Plano to add style and storage room to the home or garage.

Made of impact-resistant plastic with cross hatching for added strength, the four-shelf units require no tools to assemble. The legs snap into place.

For home use, Model 9O2 measures 53-314" tall by 30" wide, with each shelf 10" deep. The unit comes in white or black and handles up to 300 lbs.

For the garage or basement, gray Model 906 comes 56" tall and 36" wide, with 16" deep shelves. It holds up to 600 lbs.

Ceiling Estimating Software

The first computer software package for estimating residential ceiling material needs has been created by Annstrong Wodd Industries.

Designed for in-store use on any IBM or compatible PC, the Armstrong Ceiling Planner enables retailers or homeowners to estimate all material requirements for a2'x2' or 2'x4' suspended ceiling, I'xl' tile or 4' plank ceiling.

To start the program, draw an outline of the room and enter the dimensions of each wall. Next, indicate the type of ceiling desired (panel, tile or plank), which direction the joists run and which direction to orient 2x4 paurels. The program produces a preliminary ceiling layout on the soeen. The

plan can be accepted or altered by moving the grid or tile layout to adjust the borders.

The print-out includes a schematic of the room showing the position of all main beams, cross tees and wall mouldings; a shopping list of all ceiling materials, accessories and tools required to complete the project, and a list of border panel sizes.

Stapled And Insulated

Staple Tab Insulation from Reflectix features specially-bonded staple tabs to provide easy installation with just a tape measure, staple gun and scrssors.

Ideal for attics, basements or crawl spaces in new construction or retrofit applications, the reflective insulation is said to block97%o of radiant heat.

Properly installed, the tab insulation creates its own air spa.ce, eliminating the need for additional furring strips. The insulation reportedly is a lNVo vapor barrier, preventing moisture from permeating and causing dry rot, and ruining paint and wallpaper.

Non-toxic, it is designed specifically for 16" and 24" on-center rolls and comes in 25' and 50' lengths.

Don Hellcr Soles Monoger

Douglas fir, plne, green & dry hemlock, whlte fir,

Double Header

The Shower Sensations Twin Head Shower System from Hydrokinetic Designs feanres a multidirectional 2ft. extendible arm that adjusts vertically for height and horizontally for positioning the water flow.

Shower heads on each end of the extendible arrr pivot and rotate to further enhance luxury and comfort. For added flexibility, each shower head features an independent on/off valve.

Flow restrictors conserve water while providing full, equal pressure to each bead. Units are available in polished brass or chrome and can be installed without replumbing the bathroom.

Junior Gardener

The Grow & Tell Children's Gardening Kit, including all the tools and materials needed for children to design, plant and maintain their very own garden, has been introduced by Aquapore Moisture S ystems.

The kit contains a beautifully illustrated, full-color activity book, a 40ft. roll of Moisture Master Soaker Hose, a faucet/hose end connector with flow disc, a hose end closure, a garden trowel, packets of flower and vegetable seeds, and row markers.

It provides a hands-on way to learn about gardening, while stressing water conservation and environmentally sensitive gardening techniques.

PVC Floor Boards

PVC Lumber, said to be a strong, durable, safe and maintenance free new exterior flooring system, has been introduced by PVC Lumber Co.

Reportedly non-toxic, easy to use and environmentally friendly, it comes with a lifetime warranty ensuring that it will keep its color, shape and aesthetic appearance through years of extreme heat and cold.

It cornes in driftwood gray or white.

Stop Windows ln Their Tracks

Stoplock, an innovative super tough window lock, is new from ProblemSavers.

Made of high impact ABS plastic, the device is said to securely lock in place vertical and horizontal sliding aluminum windows and doors.

ll|0 [il10

Gil]|$ uil]| |l|0

The deadbolt lock features an easy push/pull lever and quick release for emergency exit. goilllanlWlabaalaLunbpr,

il0PR0Hffi!

FAMOWOOD

GREEN or DRY . DIRECT MILL SHIPMENTS . LCL . CARGO . RAIL o TRUCK & TRAILER o PRESSURE TREATED LUMBER

is the PR0FESSI0NAL'S Att PURPtlSE PIASTIC Boat builders. furniture makers, cabinet makers, etc. have found it the one sure answer t0 correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws, Can be used under Fiber Glass! &tu"

Ready t0 use nght out ot the can, tamowooo , ! appli'es like putly- sticks like glue; dries *::r'r :: applies putty-sticks dries quickly; won't shrink, and will not gum up sander. Waterproof a weatherproof when properly applied. a

TI{E BEST TOOL

DECK BUIIDIIIG I}IDUSTRY

VERSATILE:

Drives screws 2" - 3"

ACCURATE: Allows precise countersink settings.

CONSISTENT:

Virtually jam free with Ouik advancing screws.

QUIK: up to 4 times faster than conventional methods.

FAST LOADING: 167 screws per coil - in just seconds.

APPLIGATIONS:

Decks, Docks, Fences, Panel Assemblv. !

.ADAPTABLE, to most electric or air powered heavy duty screwguns.

. OTHER MODELS

AVAILABLE

To drive screws from 5/0" to 2".

LARGE VARIETY OF SCREWS inctuding OUtK DRTVE RUST

EUSTERS, colored to blend with cedar and pressure treated lumber; also seltdrilling tips to avoid wood splitting.

M'7528 Hickory Hills Court Whites Creek, TN 37189 (6151 876-7278

IIOIU

Self-Watering Garden

A self-watering column for growing flowers and other plants on a wall, free from garden pests, chemicals or other pollutants has been introduced by Ortal Systems Scandinavla

Plants grow from 80 mm pockets around the column, starting with seed or pre-cultivated plants, and remain virlgally ftee from weeds, earth-bome diseases and parasites. The pockets' shape ensures that pre-cultivated p-lants can be inserted with the root bdl incact, without squeezing the roots and risking fansplantation shock.

Columns absmb solar heat raising the growing medium above norrnal ground temperature and promoting rapid groy-!h. They come in half-round sections, each with eig'ht or 12 pockets, or as units which are complelely round-in section, with 16 or 24 pockets and round units with 28 or 40 pockets. Half-colunrns are wall-mounted on free-stand-

WHOLESATE LUMBER & PLYWOOD

SANDED - SHEATHING - OSB - PARTICLEBOARD - STUDS. LATTICE PINE BOARDS - TREATED LANDSCAPE TIMBERS. REDWOOD & CEDAR FENCING Milldirects and distribution sales. Carloads. truckloads or units.

SOUTHERN CALIFORNTA

(e09) 36e.8010

FM (eoe) 36e3e46

2929 Kansas Avenue, Riverside, CA 92507

P.O. &x 20092, Riverside 92516

Mondo o Bs1ry o Ji6 o flsnft

MarC Mike George Lu

NORTHERN CALIFORNIA

(800) 326-0288

Marc Spitz

INTERNATIONAL SALES (So. Calif.Office)

r Lupe Turnet. Armando Chavez

EL PASO. TEXAS. OFFICE (915) 54s-1997

FAX (91s) s45-1989

Hector Azurmendi

Hablamos Espanol

FNNE GRANN DOUGLAS FNR

PRODUCED FROM OREC'ON'S SUSTAINED.GROWTH FORESTS

Sales - Bob Nodon

Phone: (503) 874-2236

FAX (503) 874-2123

P.O. Box 7

Riddle, Oregon 97469

SPECIFIED: DENSE #I. SELECT FOHC D(POSED, V.G. CLEAR lX4 8xl4 - 8', .24',

Model QD 3303 2" - 3"

ing on a base that will also support a whole column for indoor use. For outdoor use, the columns are mounted on a special stand or set in concrete.

Each column includes Ortal Instant Soil, a dehydrated growing medium, consisting of compressed peat, clay pellets, organic fertilizer, natural protection against diseases and water-storing crystals. It is mixed with water to instantly form a porous, aerated soil with excellent water and nutient-retention properties.

Once the column is filled with the special soil, a capillary mat at the top of each half column provides slow, strain-free irrigation from a 2-3 hter reservoir. They can also be watercd by a drip-feed with an electronic timer or by a volumetric water meter which stops automatically when the required water quantity has been delivered.

Trustworthy Truss Clips

Reusable truss spacers and plywood spacing clips that make it easy to always see the truss centerline on top of the roof s sheathing are new from SureTruss Corp.

If you need ACQ...

You

need J.H. Baxter

ACQ@ Preserve, the nevolutionary pnessure tneated wood that's truly fon the gneat outdoors and tnuly great fot'the outdoons.

. Proven effective against insects & rot

. EPA registered for non restricted use

c weathers to a warm brown - not gray

. Douglas fir decking free of incising

o No Listed hazardous chemicals

o Clean, oil-free, paintable, stainahle Uniform Building Codes, tcBo #4981

. AWPA accepted

Sturdy aluminum Truss Nailing-Spacers separate the trusses perfectly (16*, 24" or 48") with a snap on-off action that requires no nailing. They have a cbalkline slit, centered on top of the truss clips, to slide a chalkline hook through it and the Plywood Nailing-Spacing Clips.

The plywmd clips have a centered cleat with an elbow to slide a chalkline through. The chalkline is hooked through the spacers slits and the clips cleats. Snapping the chalkline marls a truss centerline chalk mark on top of the roof panels, as per APA recommendations. The mark trues the truss every 4 ft. on top of the roof sheathing, even on bent trusses.

The system reportedly improves nailing accuracy, critical to maximizing the structual strength of homes, especially in high wind areas.

Drywall Repair Kit

The new Sheetrock Drywall Repair Kit from United States Gypsum Co. contains everything needed to complete a wide range of interior drywall and plaster repairs.

The kit includes a l-lb. bag of Easy Sand 90 SettingType Joint Compound, a 5-ft. roll of Sheetrock Fiberglass Drywall Tape, 120-grit sandpaper, plastic spreader, four drywall repair clips, eight drywall screws and a drywall repair instruction sheet. Its plastic container can also be used for mixing joint conpound.

The kit helps repair everything from small cracks and dents o large holes (over 2') and water-damaged areas.

SPECIAIIST

At Precision Redwood, we custom manufacture redwood pieces into a variety of quality products

from cement lloats to ice cream bucket staves.

We have the expertise and equipment to do your job in our sophisticated plant to precise tolerances with strict quality control. Send us :/our drawings. We can chop, mold, tenon, drill, stain, or CNC router to your specs. When it comes to redwood parts, Precision Redwood is the specialist.

Mechanical Monev Manaqer

The new Smart Sa'fe. a safe-/cash vending machine that combines superior strength with state-of-the-art computer technology, is new from McGunn Safe Co.

It secures cash deposits in three

color-coded drop drawers, dispenses cash, restricts employee access, records and stores all transactions in its computer memory. Each transaction is recorded through an individual employee Personal Identification Number, so there is no mistaking who accessed the safe and no kevs to lose or fall into the wrong hands.-

Fasten lt Fast

A new fastener which saves up to 80Vo in installation time and doesn't require large, oversized holes is new from EZ-T Fastner Co.

EZ-T Fasnrer features a one-piece design which requires a small hole as large as the bolt. After folding the tough nylon crosspiece flat against the threaded stem, the fastener is inserted through the items being anached from 1/8" to 1-1l2" thickness,

Once through the hole, the crosspiece springs back into horizontal po-

sition, the EZ-T is pulled back and the nut is hand-tightened. After the stem is trimmed, the EZ-T forms an extremely strong, low-profile fastener with no damage.

Made of tough DuPont Zytel nylon, it has a pull-out strength of over 35 lbs. and is non-corrosive, non-conductive and rust-proof. The standard threads accommodate any standad nut or threaded item.

To remove, simply take off the nut and push the fastener through the hole.

Anchor Merchandiser

A new point-of-purchase display to merchandise a wide selection of anchoring products is now available from Rawlplug Co.

WEBER PLYWOOD & Lumber Co. fallopen house hosls: (1) Butch Pope, Don Weber tum a few steaks on the bbq, pan of an elaborate dinner. (2) Wendy Liedty and Dan Seaman gave away scores of prizes lo the 400 guests. (3) Jennifer Grey, Thasa Zuziak, Wendy Liechty,

Marta Evans, Mary Finnecy. (4) BillClifford, Frank Rhoades. (5) David Hall, Paula Anderson. (6) R. J. Simensen, Dave Town. (7) Mark Mescill, Peter Petersen, Bruce Louvier. (8) James Smet, Mark Ciampa, Gordon Kipe. (9) Jim Klingaman, Eric Domanic, Kris Klingaman.

(10) Scotly Scolt, Ken Roth. (11) Dan Jacobsen, Henry Nevarez, Johnson Thomas. (12) Paul McGrane, David Dinlino, (13) Chet Jones, Gene Ward. Nine vendor exhibits and a lumber oradino orooram were Darl of lhe Od. 7 event it tustin Ci., headquahers.

Slarburst llandrai I Panels

@wffimffi ffiHff lww Distributors look to grow

ffhe focus was on growth and I change at the National Building Material Distributors Association's 42nd annual convention and exhibit Oct. 10-12, Anaheim Hilton & Towers, Anaheim, Ca.

Show attendance and association membership were both on the rise. Yet outgoing president Paul Hylbert, PrimeSource, Inc., Irvine, Ca., noted that while the estimated 328 members combine for $7.2 billion in annual sales, they represent only a third of the total possible membership.

He forecast an in0ernationalization of NBMDA, looking for it to go "outside the traditional borders." Two Mexican distributors are now mem-

bers, while a delegation of 36 Russians toued the show.

New officers are pres. William Ellis, REICO Distributors, Springfield, Va.; pres.-elect Gary Leonard, Flagg, Inc., Fairfield, Oh.; v.p. Ron Calhoun, Palmer Donavin Mfg., Columbus, Oh., and reas. Joseph Theby, Jr., Lensing Wholesale, Evansville, In. States Indusries, Eugene, Or., and Diamond Hill Plywood, Darlington, S.C., were recognized with 25 year membership awards.

The next convention and ex-hibit is set for Nov. 6-8, 1994, at the Las Vegas Hilton, Las Vegas, Nv., preceded by a spring meeting March 24-26 in Palm Springs, Ca

tDISTRIBUTORS at Anaheim, Ca., convention: (1) Roelil Loveland, Michael Kennedy, Peter G. Lovehnd, atlending hb 39th conseq/iive NBMDA convenlion, Bill Briscoll,Tom Koch. (2) Georqe Parden, Barry Schneider, David Cufler, I[e Merchant Magazine publbher. (3) Gail Overoard. Rick Montoya, Chaites Eden.' (l) Biil Baireil, Steve Wright, Barry Eichenberger, Tom Woolley, (5) Greg York, Jack Coonts, Jes Meritt. (6) John Bery. (7) Bill Bird. (8) Bruce Voetker, '(0) Tim Elbers. (10)Alan Baer. (11) Richard Lurid!1ren. (12) Alan Hanson. (13) Scott Klein. (14) Wayne Knulson, Don Beb, Sr. (15) Dave Teniil, Nonis Wood. (16) Duane Roth. (t7) Wes Leavens. (18) Katharlne & Paul Hylbed. (19) Moors Eilis. (20i 4nry.Eilis. (21) Lyle Thonpson. (22) Bitt Ctiltord.

(23) Jack Goklen, Jerry Hldalgo. (24) John Reynolds. (25) Jerry Muenz. (26) Lynne Colt, Rdn Winde, Steve Colt. (27) Rodpr Osbome. (28) John Pelerson. (29) Randy Luebe. (30) Byron Potler. (31) Maureen Baumann, Kevin Gamnon. ley, Jim Weir, Judi Nosal. (32) San Bills-Thwino.

(33) Glenn Han. (34) Ray Naiior. (35) Jim Geaian. (36) Gary Leonard. (37) TerriTwogoo&l-lailqy._ (q8) Ed Mooep. (39) Hobie Swan. (40) Mike McFadand. (41) Bryan Hoyle, (a2) John Camtr bell. (43) Marvin Miller, (44) Jeny Bud<man.

NBW LITERAtrURB

Hardwood Plywood Handbook

"Hardwood Plywood Reference Guide & Sales Handbook" is $12 plus $3'50 shipping from Hardwood Plywood & Veneer Assn., Box 2789, Restoq Ya.22090; (703\ 435-2900.

Distributor Aids

"Education Resource Guide" is available from National Building Material Distributors Association, 401 N. Michigan Ave., Chicago, Il 6061 I ; (312) 321 -6845.

Metal Connector Catalog

A 46-p. full line metal connectors catalog is free from Southeastern Metals Manufacturing Co., Inc., 11801 Indushy Dr., Jacksonville, Fl. 32218: (800) 874-0335, orinFl., $Aq342-1279.

Construction Screws

A 6-p. Grabber construction screws brochure is free from VSI Fasteners, (8fi)) 331-8,184.

More Builder Tips

Three new Builder Tips leaflets ("Minimize Nail Pops," "Steps to Construct a Solid, Squeak-ftee Floor System" and "Proper Installation of APA Rated Sheathing for Roof Applications") te 109 ea. from the American Plywood Association, Box 11700, Tacoma, Wa. 98411; (206) 56s-6600.

Designs On Decks

"What's New for Decks?," a parphlet profiling kits for creating starburst decks and bandrail panels, is free from CaddCon Designs, 4701 O'Donnell St., Baltimore, Il.{.d. 21224: (800) 82 I -DECK.

CLASSNF[ED

NORTHWEST coryany loking for Particleboard & MDF salesperson. High commission rato ard cxccllent benefits package. This is a great opportunity with a growing compatry. Please send resume to Box 640, c/o The Merdant Magazine.

LUMBER SPECIALTY TRADER,. 15 year old wholasalo lumber mrryeny is inferestod in a specialty lumber trader with proven track rccord" lVc offer crcellent commission & benefits in a growing company. Send re.sume to P.O. Bor 190, Wilsonville, Or. 97070. All rcsponsas held in strictest confidencc.

LIJMBER SALES: Califoraia wholesale lumber company is seeking experienced salesperson to cover Bay Area Great opportunity fc a person who wants to wck hard and be rewarded for thc efrct. Send resume to Box 641, cy'o The Merc.hant Magazine,

Twenty-five (25) words for $21. Each additional word 70c. Phone number counrs as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: 36 ea. col. inch rate: s45 camera ready. $55 ifwe set the type. Names ofadvertisers using a box number cannot b€ released. Address replies to box number shown in ad in care of rhe Merchrnt Melrzlne, 11500 Ctmpus Dr., Sulte lt0, Nerport Berch, Cr. 92650. Make checks payable to The Mcrchrnt Mrgrzlne. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 22nd of the month. PAYMENT MUST ACCOMPANY COpy unless you have established credit with us.

PAN PACIflC Forest Products is looking for professional forest products raders in the following locations: Lake Oswego, Eugene, Bcnd, Or., and Modesto, Ca. Full benefits. Excellent opportunity with a well astablished compatry. If yor want to have fun while you work and eara a higher income, then call Ron Hanson at (503) 3E9-6100.

HEAVY DUry STICKER RACKS. Wood with ste€l frames or all steel. 4'r 12'$20Ofup.

FORSALE: LIFTTRUCKS.

1) Hyster 180E. 18,000 lb. capacity. Side shift. Good condition. Serial B7P4889N. $9,500.

2) Cat V 160. 16000 lb. capacity. Side shift. New rebuilt 3208 diesel engine. Serial 16v339. $11,000.

3) Hyster HC 160 16,000 lb. capacity. Side shift Perkins diesel. Good condition. $9.000. Fred Holmes, (9 16) 7 43-3269.

CLARY Model #329 l2-ft. Double End Trim Saw. H&E Home Centers, l4o2l Amargosa Rd., Victorville, Ca. 92392; (619) 241-7540. Ask for Jim, Phil or Ed.

Photo upon request. Burgess Lumber, (707) 485-8072.

COMPANYFOR,SALE

Plywood, lumber and building material dealer. Established 1961. Superior Southern Califcnia location. Sales $1.8 MM with steady earnings record. IncrediHe lease including op tion to buy real estate. Retiring owner offering attractive price and terms. Bates Business Group, Inc., Q 14) 7 5?- lO7O.

Order Blank

Company Name (if anY)

I,OCAL LUMBER hauling Scuthern California roller bed truck and trailers and bobtails radio dispatdred. Rail car unloading at qr sFur in Long Beacb Ca 3-CTrucking, Qrc) 42M26.

Address City StateZip -

Phone (

Your Name COPY

GHARGES: $21.00 (25 word minimum) ' ' $21.00

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6.00 centered copy, Per line ..

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PRINT YOUR TOTAL HERE $ _:-

'Phon€ numbor and address can b€ part of 25 word minlmum. (phone number - 1 word, addr€ss - 6 words)

A $45 per column inch rate applies to camera ready copy; $55 il we set the type.

tr Assign a box number and mail my replies daily.

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SOUTHERN CALIFORNIA LOs AIIGELES AREA

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City Splits Over Home Depot

To support Home Depot against a group protesting its building a store in the area, Encinitas, Ca-, residents have revived an activist group fonned six years ago.

Called Encinitas lst!, they plan to raise funds and hand out lit€ratue in addition to forming a "truth squad'to argue against claims by the anti-Home Depot group. Both the sales tax income and jobs Home Depot would generate are needed in the town, said Bob Bonde, chaimran of Encinitas lst! and the Encinitas Taxpayers Association.

"This in a sense is a battle. We're out to win. we'll get our allies where we can," he told reporters at a news conference held outside a Builders Emporium store preparing to go out of business.

About 100 Encinitas residents including political consultant Jack On have expressed interest in supporting Home Depot. The proposed 102,000 sq. ft. store with garden center has been approved by the city council, but Neighborhoods United for Quality of Life started a petition drive to repeal the action. They had until late October to collect 3,500 signatures from residents agreeing with them that the store would cause haffic gridlock and harrn an environmentally sensitive site.

Laguna Beach Lumber Survives Firc That Devastates Beach Gity

Laguna Beach Lumber Co. survived the Oct.27 fire stomr that devastated many areas of Laguna Beach, Ca. With minimal damage, the company was fully back in business as soon as electricity was restored to the arca

"We lost our mill, some fencing, stakes and plywood, but inventory loss was minimal," said Joe Jahrus, who

owns the business with his brother Jeff.

The offices and showroom were never threatened and finish and construction lumber inventories survived intact. Staff and firemen worked together to save the company, which is located on Laguna Canyon Road, Jahms said.

"How To U' For Salespeople

Retailers can learn about selling and installing building @ucts from a new workbook and video educational program developed by Georgia-Pacific Corp.

Called "How To IJ," the program

AD NNDEX

offers a diploma and a cap to those who complete aquizafter studying the 26-page workbook and watching a 30minute video.

A paneling study coune is already available with two moulding training progfirms, one for retailers and one for contractors, due to be introduced in late autumn. Rlucational prograrns on vinyl siding and other products will be rolled out in 1994. All can be completed individually or in a group. Georgia-Pacific representatives are available to conduct classes which may be broadcast for simultaneous viewing at several retail locations.

The program is being administered through Georgia-Pacific distribution

Ir n TIIIE lo BIIY LIlttttBER PRoDUcrs ffi

We hove been in this morket for the post 3 decqdes. We ore the best in: rulhern Yellow Pine Dimension, Plywood,0SB ond Speciollies.

wrb when1!pryhbe it$oWsup?

A Georgia-Pacific redwood tree-and more.

It'll be one of the prettiest and most r,crsatile woods in the world: smooth, straight, richly colored.

It'll be Green Redwood, Douglas Fir or Hem Fir: a renewable resource that lends its natural beauty to any setting.

It'll be rustic redwood siding, sappy colilnons, or gu&ngrade lumbeq kiln dried, air dried, milled with precision at G-Ps Ft.Bragg mill. And it will be professionally graded by RIS rules.

And its beauty will end up enhancing a deck, a

fence, a house-and your bottom line.

For your redwood customers, dtoose the redwood that has werything going for it: looks, promise, and a fine fr.mily niune. Choose G-P redwood. A member of the California Redwood Association.

Formore information, call the Ft. Braggmill,(7O7) 954-0281, or the G-P Distribution Center nearest you.

Will it last? ls it safe? ls it always available? You can't be sure with some pressure treated woods. So Louisiana-Pacific uses Wolmano CCA, the best-known wood preservative in the lrusiness. With over 60 years of proven safety and effectiveness, customers request Wolman three times more often than any othertreated wood. And because availability is important,

treatedwood

L-P is doing something about it. dimension, posts, timbers, and from our centrally-located prefer, we can custom treat

STACKS

So for quality, safety, and treated wood. Nothing else more inf ormation, please

O rego n at ( 5O3 ) 624-9()o4

We have on-hand inventory of peeler cores ready for shipment California plant. Or, if you almost any wood you provide.

pressure it. For Oswego, -o749.

htngnmethtngaboutit.'"